Streamlined Sales Commissions Process for a Tech Enterprise

Our client is a leading global company, publicly listed on the NYSE, specializing in providing engineering and technology solutions to enterprises worldwide. They’ve collaborated with more than 300 clients, which includes 40% of the top 100 global innovators. Their goal is to deliver smart engineering and technological solutions to construct a digital, autonomous, and sustainable future. They are dedicated to creating a culturally inclusive, socially responsible, and environmentally sustainable tomorrow.

Industry

Engineering Services

Location

India

Services

Industrial Digitization

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Situation

  • The tech enterprise employed spreadsheets to handle their sales compensation programs

  • A critical aspect of the commission process involved ensuring the sales force acknowledges their quarterly targets/quotas

  • It was followed by an approval process set at various milestones that directly impacted the computation process

  • Moreover, query management complexities lead to time-consuming disputes and inaccuracies

  • The absence of automation in performance acknowledgement and payout approvals resulted in significant delays, frustrating reps, and jeopardizing revenue flow

From Our Clients

client

With Incentivate, we are able to manage complex plans easily and making updates is a breeze. No other platform comes close to Incentivate's flexibility, and comprehensiveness.

Tejas Kumar
Manager - Sales Excellence

Approach

  • The team conducted meetings to identify challenges and understand the business requirements of our client

  • We agreed on the project scope and proposed a plan to configure existing compensation plans and workflows

  • The next step aimed to allow administrators to adjust parameters, run plan simulations, and gauge their effects on salesperson performance and earnings

  • Our team used an agile delivery method to make changes smoothly during the implementation process

Conclusion

  • Through this partnership with Incentivate, the organization improved the sales comp process and reduced the delays in processing commissions. Incentivate provided a tailored automation system that – streamlined query management, introduced an approval system, improved payout efficiency & accuracy, and successfully processed incentive payouts within a week of the quarter closure

Problem

  • The client lacked a digital process for sales reps to acknowledge quarterly quotas, resulting in delayed or no approvals

  • Furthermore, the delay impacted commission computations and their hierarchical quota management

  • Complexity in raising queries regarding target adjustments, payout exceptions, and achievement updates led to time-consuming processes and frequent inaccuracies

  • The lack of automation prolonged the turnaround time, resulting in delays of more than two weeks in distributing commissions to the sales reps

Solution

  • We set up a process for the sales team to confirm their compensation plans and annual goals. It came with periodic notifications followed by an auto-approval process in case any defaulters did not comply

  • We implemented a query management system for reps to raise performance/payout concerns

  • A structured list of queries aided quick issue resolution, while approved changes streamlined the computations process, ensuring compliance

  • We introduced a delegated approval system to ensure timely approvals, even in the absence of managers

  • Incentivate integrated auto triggers and alerts to notify everyone in the hierarchy about pending approvals and important updates

  • Integration with e-signature platforms for letter approval reduced human intervention and improved overall compliance

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Outcome

  • Increased Efficiency: The automation of sales commission workflow led to increased efficiency and reduced manual errors

  • Timely Approvals: The delegated approval system ensured timely approvals, improving workflow speed

  • Improved Accuracy: Automating financial records and dispute resolution enhanced accuracy and reliability