PayFit x Qobra: Better structure and analysis of commissions

At PayFit, commissions represent a major part of the remuneration of our sales reps. It is a real lever for generating revenue on a global scale, which is why it is vital to ensure that it is reliable, transparent, and visible.

However, before equipping themselves with Qobra, they encountered several problems relating to variable remuneration.

So we decided to interview Damien Gauthier (Sales Ops), Mathieu Parin (Sales Ops Director), and Clément Paul (Sales Director) to find out more and understand how Qobra enables them to manage the topic of commissions and turn it into a real driver of performance, motivation, and loyalty.

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1. Challenges

Before moving to Qobra, PayFit used Excel to calculate and manage their employees' commissions. 

An ill-suited solution that posed several major problems:

• Risk of commission calculation errors
• Lack of transparency for sales reps
• Lack of visibility for sales reps
• Considerable loss of time

Risk of commission calculation errors

(Damien Gauthier, Sales Ops)

"We had around fifteen different Excel machines, each with its specific characteristics.”

Lack of transparency for sales reps

(Damien Gauthier, Sales Ops)

"The number 1 problem with Excel is the lack of transparency in commission calculations. And we spent perhaps 30% to 40% of our time explaining how bonuses were calculated."

(Clément Paul, Sales Director)

"Very often, AEs or SDRs would come back to us and say, I've got a problem with my calculation, I don't understand."

Lack of visibility for sales reps

(Clément Paul, Sales Director)

"Historically, sales reps used to go to the Excel bonus file on the 23rd of the month when they were asked to check it because there were often errors, so they had to go back over it, but they didn't go there for the whole month. Firstly, because it wasn't necessarily up to date, and secondly, because they didn't have that reflex. They didn't have their individual view, so it was a lot more complicated and a lot less legible."

Considerable loss of time

(Damien Gauthier, Sales Ops)

"Before, we used to take up to two days a month to calculate bonuses for the various sales reps."

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2. Solutions

Damien Gauthier (Sales Ops), Mathieu Parin (Sales Ops Director), and Clément Paul (Sales Director) explained how Qobra is helping them to meet the various challenges they face in the area of commissions.

Structuring and centralizing commissioning processes

(Clément Paul, Sales Director)

"Qobra's first added value is to centralize all the commission models for the whole team on a single tool."

(Clément Paul, Sales Director)

"The tool allows us to structure the commission process more clearly for everyone so that it's not opaque."

Autonomy and flexibility

(Mathieu Parin, Sales Ops Director)

"I believe in commissions where you are autonomous in setting the parameters, and you don't systematically need the intervention of a third party to make minor corrections. With Qobra, we are autonomous. The solution is flexible enough to allow us to do it ourselves."

Saving precious time

(Mathieu Parin, Sales Ops Director)

"Qobra saves us time in the back office, because before we had to reprocess a lot of things by hand, with the risk of error. Today, it's more robust, easier to read, and allows us to scale."

(Damien Gauthier, Sales Ops)

"Today, it only takes us half a day to check. We've gone from being operators to being supervisors."

A lever for sales rep motivation and performance

(Damien Gauthier, Sales Ops)

"The sales reps focus less on checking their bonuses because everything can be read directly from the tool, and they can see all the deals that will be used to calculate their commissions. This saves them a lot of time at the end of the quarter when they need to concentrate on achieving their objectives."

(Clément Paul, Sales Director)

"Commissions are one of the main motivators for sales reps. So, obviously, having a tool that allows everyone to see their pay being updated in real time improves performance, and encourages them to always go that little bit further. When you have dashboards that are updated as new sales are signed, it motivates the sales reps, and that's something that encourages them to go out and sign more and more".

(Clément Paul, Sales Director)

"Qobra isn't just for sales reps, it's also for managers, as it's an incredible performance monitoring tool that enables managers to challenge their sales reps daily."

A tool for analyzing and auditing commissions

(Mathieu Parin, Sales Ops Director)

"It's a tool that allows us to ask the right questions about our variable remuneration policy or strategy. When we are asked questions about an audit trail, we quickly find the answers."

(Damien Gauthier, Sales Ops)

"For the production of analyzes, Qobra allows us to have a source of data that we can export each month, on which Finance can validate the bonuses."

Alignment of commission teams

(Mathieu Parin, Sales Ops Director)

"It's not just Sales and Sales Ops, it's also HR, and Finance in this topic of commissions, and Qobra allows everyone to be aligned, which Excel doesn't allow."

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Qobra

With its commission calculation and management solution for sales rep, sales operations, finance and HR teams, Qobra helps companies make variable pay :

• The number 1 lever for sales rep motivation and performance
• A key factor in attracting and retaining customers
• A source of considerable time savings for the teams responsible for managing and calculating commissions

Customers: +100 companies of all sizes and in all sectors (Doctolib, Payfit, Spendesk, Go1, Make, CoachHub, SeLoger, Figaro, Agicap, etc.).

Users: +10,000 users (Finance, Revenue Operations, Sales Operations, HR, Sales, etc.).

Countries: France, United States, United Kingdom, Canada, Spain, Germany, Italy, Netherlands, Belgium, Switzerland and the Czech Republic.