Why did Qobra decide to launch a study on commissions in France?
Qobra offers commission calculation and management software, so we regularly discuss variable remuneration topics with our Operations, Finance, Sales Reps and HR teams: remuneration breakdown, performance indicators, commission gas pedals, payment frequency, etc.
We noted that most companies had little information on the practices of other companies (in the same sector, of the same size, etc.) in terms of commissions.
In response to this problem, we decided to offer a study on the topic to help them gain a better understanding of their environment and the best practices of other companies!
Methodology
Survey on commissions was distributed to 1,400 employees in the SDR|BDR, Sales & CSM|AM departments.
A questionnaire consisting of 27 open and closed questions was distributed from March 9, 2024 to April 9, 2024.
Questions about :
- Variable compensation models: Objectives, performance indicators, commission caps and gas pedals, commission frequency, impact and satisfaction of the variable compensation model.
- Total compensation: fixed salary & commissions.
- Commission calculation and management tools: Advantages, disadvantages and time spent calculating and managing commissions.
Respondent sample
Number of respondents
Role of respondents
- Head of Customer Relationship Management (CSM|AM): 4.6%.
- Head of SDR/BDR: 5.4% sales reps
- Sales reps (SDR/BDR Manager): 6.1%.
- Account Manager: 9.2% of sales
- Sales Manager: 10.6%.
- Customer Success Manager: 12.3%
- Sales reps (SDR/BDR): 13.9
- Sales rep (Head of Sales): 17.1%.
- Sales reps (Sales/Account Executive): 20.8%.
Company size
- From 1 to 9 employees: 7%.
- From 10 to 49 employees: 32.5
- Between 50 and 249 employees: 29.2%.
- More than 250 employees: 31.3
Sectors of activity
- Engineering: 2.5
- Retail: 3.0
- Hotels and restaurants: 3.1%.
- Industry/Production: 4.5
- Other: 4.6%
- Real Estate/Construction: 4.6
- Wholesale/retail: 4.2
- Education and training: 5.1% of sales
- Media/Advertising: 6.2
- Health: 8.2%
- Banking/Finance/Insurance: 13.5
- Business services: 15.1% of sales
- Technology: 25.2% of sales
Examples of companies represented
- Doctolib
- Vallourec
- Capgemini
- Payfit
- OTIS
- Wavestone
- Salesforce
- DELL
- TikTok
- Orange
- Bpifrance
- Qonto
- Securitas
- Alan
- Aircall
- CIC
- Webedia
- Bouygues Telecom
- RedBull
- Darty
- Carrefour
Study summary
Part 1. General analysis
- Things to remember
- Overview of commissions models
- Tools for calculating and managing commissions
Part 2. SDR|BDR
- Things to remember
- Overview of total compensation packages
- Overview of commissions models
- Model commissions plan for SDR|BDR
Part 3. Sales
- Things to remember
- Overview of total compensation packages
- Overview of commissions models
- Model commission plan for Sales
Part 4: CSM|AM
- Things to remember
- Overview of total compensation packages
- Overview of commissions models
- Model commissions plan for CSM|AM
