April 9 | Webinar: The True Cost of Sales Compensation, and How to Optimize It (with ElevenLabs and The SaaS CFO)
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100%
reliable commissions
3
days per month saved
x2
sales motivation
100%
reliable commissions
3
days per month saved
x2
sales motivation
Hosman is a transparent estate agency that offers a fixed price, with commission costs on average half that of a traditional agency.
Sales Headcount
50
Client Since
January 2024
At Hosman, variable compensation is a key performance driver. Commissions represent a significant portion of sales teams' compensation and play a direct role in generating revenue across the company.
In a model where individual performance has an immediate impact on overall results, it is essential that the commission system be reliable, transparent, visible, and scalable.
Before Qobra, Hosman relied on Excel and Google Sheets to manage its commissions. This method quickly showed its limitations as the organization grew.
This case study shows how Hosman transformed a manual and unscalable system into a structured, motivating, and effective tool.
At Hosman, commissions are directly linked to the sale of real estate. Accuracy of amounts and speed of access to information are essential.
The commission system must:
Before Qobra, management relied on shared documents, open to everyone, with manual validations.
The lack of automation meant:
Commission management took up a lot of the time of managers and revenue operations teams.
This operational burden reduced the time spent on the core business: selling properties.
Files could be modified by multiple users.
Each sales representative had to confirm their lines manually by entering a validation in the document.
This process relied heavily on individual trust, which can work in a small organization but becomes risky as the organization grows.
On a large scale, a system must be technically locked down and secure.
Salespeople spent time understanding and checking their commissions.
They sometimes had to manage their own follow-ups, which:
The system lacked readability and did not promote autonomy.
As the company grew, the Excel/Google Sheets model became difficult to sustain.
A system based on shared, editable, and manual documents cannot effectively support growth.
One of the major changes brought about by Qobra is the implementation of validation workflows.
Now:
This mechanism did not exist previously with Excel.
It enhances traceability, transparency, and team accountability.
In the event of an error or question:
Resolving any discrepancies is faster and more structured.
Data reliability is one of the major benefits for Hosman.
Teams can now:
Trust in data is essential when compensation is at stake.
The operational benefits are concrete:
Reduced back-and-forth communication and automated validations allow teams to refocus on high-value-added tasks.
The “live” nature of Qobra changes the dynamic.
Salespeople can:
This visibility creates a competitive effect.
If, halfway through the month, a sales representative notices that they are underperforming compared to the previous month, this may encourage them to step up their efforts to meet or exceed their targets.
Commission becomes a dynamic and motivating indicator.
Seeing that an additional action generates a specific amount reinforces commitment.
Visibility of the gain associated with an additional sale acts as a trigger.
Variable compensation becomes concrete, tangible, and immediately measurable.
Hosman also highlights the responsiveness of the Qobra teams.
Requests for improvement are:
The recent ability to also manage sales challenges directly in Qobra further enhances the centralization and consistency of the system.
The system is now technically validated and scalable.
Automated workflows and integrated validations reduce manual tasks.
Real-time visibility transforms commissions into a lever for emulation.
The rules are clear, validated, and centralized in a single tool.
The Hosman case demonstrates that Excel-based tools quickly reach their limits:
With Qobra, Hosman has implemented a system that is:
Variable compensation becomes a strategic tool, capable of supporting growth, motivating teams, and securing processes.
