April 9 | Webinar: The True Cost of Sales Compensation, and How to Optimize It (with ElevenLabs and The SaaS CFO)
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+15%
extra sales results
1/2
day saved per month
x2
sales motivation
+15%
extra sales results
1/2
day saved per month
x2
sales motivation
Figaro Classifieds is a subsidiary of the Figaro Group, a media and market place specializing in 3 markets (Education, Employment and Real Estate).
Sales Headcount
30
Client Since
September 2023
At Figaro Classifieds, variable compensation is a cornerstone of the business model. Commissions represent a significant portion of the compensation for Key Account Managers, Account Managers, and Business Developers.
In this context, the reliability, transparency, and visibility of commissions are essential. The slightest error or lack of transparency can impact team motivation, trust, and performance.
Before Qobra, Figaro Classifieds managed its commissions using Excel. This manual process led to errors, significant time loss, and a lack of visibility for employees.
This case study shows how Qobra has transformed commission management into a strategic tool that drives sales performance.
At Figaro Classifieds, sales teams manage high-value portfolios and ambitious targets.
To support this dynamic, the commission system must:
Before Qobra, Excel-based management no longer met these requirements.
Manual commission calculation was the first problem.
Manual calculation means:
In an environment where variable compensation is sensitive, these errors undermined the credibility of the system.
Sales representatives had to:
This double-checking took up time on both the sales and management sides.
At the end of each period, this involved:
The process lacked consistency and standardization.
Managers were regularly asked by sales reps:
This lack of visibility limited the autonomy of the teams and weighed heavily on the role of managers.
In a demanding commercial environment, immediate access to information is a key motivating factor.
From the very first discussions, Qobra was able to identify the specific issues facing Figaro Classifieds and propose a solution tailored to their operating model.
Support during onboarding played a decisive role:
This phase made it possible to quickly establish a reliable and reassuring framework.
Once set up, commissions are renewed from quarter to quarter.
The operational benefits are immediate:
The time savings are estimated at several hours per month for management and about half a day for sales representatives.
Teams now have access to information at the click of a button via the dashboard.
Qobra allows sales reps to immediately view:
The platform acts as a “smart piggy bank”:
This visibility encourages reflection and performance optimization.
Sales reps can adjust their efforts according to a specific financial goal: reaching $1,500, $3,000, or a higher threshold.
Beyond calculation, Qobra allows you to structure a real strategy around variable compensation:
In the closing phases, visibility on the financial impact of an additional contract acts as an accelerator.
The ability to immediately quantify the gain associated with additional effort is a powerful lever.
Since the implementation of Qobra, an estimated 10% to 15% improvement in sales results has been observed.
Dynamic notifications and congratulatory messages create positive momentum.
Each contract recorded generates:
The tool acts as a virtual coach, continuously stimulating motivation.
Automation eliminates errors associated with manual calculations.
A single export format simplifies management and secures payroll.
Teams have complete visibility without constantly relying on their manager.
Qobra becomes a strategic tool for structuring budgets, challenges, and incentive mechanisms.
The Figaro Classifieds case demonstrates that an Excel-based system quickly becomes insufficient:
With Qobra, variable compensation becomes:
Commission is no longer limited to a calculation at the end of the month.
It becomes a structuring lever for motivation and performance.
