Pretto x Qobra: Increased sales performance and visibility for sales reps

At Pretto, variable compensation is a strategic performance driver. It represents a significant portion of the sales teams' compensation and directly influences revenue generation across the company.

In an environment where a few thousand extra euros can significantly change a salesperson's bonus, reliability, transparency, and visibility of commissions are essential.

Before Qobra, Pretto managed its commissions using Excel and Google Sheets. This approach led to errors, operational stress, and a lack of visibility for the teams.

This case study shows how Pretto structured its commission system to make it a real lever for performance, financial management, and daily motivation.

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Context: a variable with a strong impact on individual performance

Compensation directly correlated to sales effort

At Pretto, the variable can change significantly for a small difference in performance.

Sometimes:

• €1,000 in additional revenue
• An expedited file
• An insurance claim

Can drastically increase a sales representative's bonus.

In this context, real-time access to information is crucial for guiding efforts and maximizing performance.

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Challenges encountered before Qobra

Unsuitable tools generating errors and complexity

The combined use of Excel and Google Sheets created:

• Numerous manual manipulations
• Frequent errors
• Inconsistencies between files
• Significant pressure on Sales Ops

Sales reps sometimes had their own files, which did not always match the central files.

This lack of synchronization caused stress and confusion.

A lack of visibility and transparency

Sales reps had little visibility on:

• Their target
• Their level of achievement
• The estimated amount of their bonus

This lack of transparency created anxiety.

Not knowing exactly how much you will earn or how much you need to reach a certain level is problematic in a performance-oriented sales organization.

Short processing times and complex feedback management

Bonuses were sent out only a few days before payday.

Consequences:

• Massive influx of last-minute requests
• Urgent processing
• Operational load concentrated over a short period

The process lacked fluidity and peace of mind.

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Deploying Qobra: reliability, fluidity, and control

Enhanced reliability and elimination of errors

With Qobra:

• Calculations are automated
• Rules are set once
• Data entry errors disappear

The process becomes robust and secure.

On the finance side, the tool provides immediate peace of mind:

• No more uncertainties related to manual files
• Automatic calculation
• A structured process

Reliability is enhanced at all levels.

Complete visibility for sales and finance teams

Sales representatives now have direct access to their data.

They can:

• See their targets
• Track their progress
• Estimate their bonuses
• Identify high-impact actions

Managers gain fluidity:

• No more need to explain complex Excel files
• No more need to recalculate manually
• Simplified and clear bonus validation

On the finance side, visibility allows you to:

• Anticipate expenses
• Avoid last-minute surprises
• Produce reliable 4- to 6-month forecasts

Variable compensation becomes a budget management tool.

Reduced operating costs

Automation replaces repetitive manual tasks.

The cost of the tool replaces the human costs that would have been required to manage commissions on a large scale.

The model becomes more scalable and more profitable.

Structural time savings

The operational benefits are significant:

• 2 to 3 days saved each month on the Sales Ops side
• Simplified validation on the management side
• Intuitive to use without complex training

Teams move from a manual processing approach to a supervision approach.

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A direct lever for improving sales performance

Giving salespeople clear direction

Qobra makes the objective concrete and measurable.

Salespeople know:

• Where they stand
• What they can achieve
• How much they will earn if they outperform

The tool acts as a daily guide.

Transforming visibility into motivation

When a sales rep sees that an extra effort can quickly generate an additional $1,000 or $1,500, the impact is immediate.

Real-time visibility:

• Stimulates engagement
• Encourages faster processing of files
• Strengthens focus on high-impact priorities

Variable compensation becomes a performance accelerator.

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Strategic benefits for Pretto

Secure and structure commission

The rules are automated and robust.

Drastically reduce operational time

Teams save several days each month.

Improve sales performance

Real-time visibility directs efforts towards the most profitable actions.

Strengthen financial management

Finance can anticipate costs and produce reliable forecasts.

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Conclusion: transforming variable compensation into a growth driver

The Pretto case shows that a system based on Excel and Google Sheets quickly generates:

• Errors
• Stress
• A lack of visibility
• Rushes at the end of the period

With Qobra, Pretto has implemented a system that is:

• Reliable
• Automated
• Transparent
• Controllable

Variable compensation becomes a strategic tool for sales performance, cross-departmental alignment, and financial management.

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Qobra in a few figures

• More than 250 client companies (Doctolib, PayFit, Spendesk, Go1, Make, CoachHub, SeLoger, Figaro, Agicap, etc.)
• More than 20,000 users (Finance, Revenue Operations, Sales Operations, HR, Sales, etc.)
• International presence: France, United States, United Kingdom, Canada, Spain, Germany, Italy, Netherlands, Belgium, Switzerland, and Czech Republic