How Tribe Dynamics improved commission transparency & comp plan effectiveness
Tribe Dynamics is the leading influencer marketing analytics platform.
They help brands scale and optimize influencer programs by tracking, measuring, and managing digital earned media performance.
15
Sales Reps
Self-serve
QuotaPath Implementation
Marketing & Advertising
Industry
June 2020
Joined QuotaPath
This is Ben.
He’s the VP of Sales & Marketing at Tribe Dynamics. He’s responsible for managing and operationalizing sales, account management, marketing, and customer service teams. From acquiring and converting new customers to upsells and managing existing retention, he oversees every department that impacts revenue.
Challenges
Their commission process lacked transparency & efficiency
Previously, everything was done manually using spreadsheets. When a contract was signed, Ben would calculate the ACV in Excel. He had a tab for each rep that he used to calculate commissions at the end of each month. From there, he’d send it to payroll. The sales team had access to the spreadsheet, but they weren’t able to verify what they’d earned until they received their check. If anything was incorrect, they had to make up for it on a later paycheck.
They were manually calculating complex comp plans using spreadsheets
Ben self identifies as a lot of things – sales leader, revenue operations, and ex-product manager – but one thing he says he is not is a mathematician. Ben was manually calculating his team’s old commission plans, which had a lot of variable components like kickers and incentives. The risk of error was high.
Tribe Dynamics needed an affordable tool that integrated with their HubSpot CRM and improved efficiency in calculating commissions. Most importantly, reps needed a way to understand their earnings each month.
Solution
Up & running without assistance
June 16th
Ben found QuotaPath on G2 and created a free account.
June 22nd
He had a demo call with Samantha Manley, a QuotaPath Customer Development Director.
Later that day, he self upgraded within the app to Plus. Ben was able to build his comp plans in QuotaPath and invite his reps to join – that’s less than 7 days to onboard a team of 15 sales reps!
Automating commission calculations by integrating with HubSpot
Goodbye spreadsheets. Now, they sync their HubSpot CRM to automatically pull their deals into QuotaPath. This gives the team instant access to deal and earnings insights.
Growing a fruitful relationship together
We mentioned that Ben has a background in Product Management. This means he’s full of ideas on ways we can improve our product. And we love the feedback.
For example, some of his reps get compensated on half-year quotas, so we built a feature enhancement to support this when creating comp plans.
Results
Historical plan data helped to model new comp plans
Ben used to be buried in compensation plans. At the start of this year, he was able to look at last year’s plans and see which Paths (variable components) were working and which weren’t. How much had upfront payments and muti-year agreements paid out? Are they incentivizing for the team? Being able to access historical plan data gave them insights to optimize their plans and drive revenue growth.
Reps use forecasting to see earnings potential
With QuotaPath, reps can sell smarter and make strategic decisions that impact their earnings. Because their plans have variables like kickers and incentives, reps would have to manually calculate which variation of deals are better for their wallets. Now they can forecast deals likely to close and see how it impacts their earnings.
Less time spent on commissions each month
Ben used to spend 2 days each month manually calculating commissions, but now he doesn’t “have to do anything!” With everything automated, the sales teams can see how much they’ve earned and the accounting team can see calculations and pay people on time.
“Salespeople should know how much they are going to earn. It should be visible and transparent and save them the hassle of trying to self-calculate their commissions.”
— Ben S., VP of Sales & Marketing
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