Challenges
Their commission process lacked transparency & efficiency
Previously, work was manual using spreadsheets. With our new automated solution, Ben’s days of calculating ACV and commissions in Excel are over. Each contract’s ACV is easily calculated for accurate commissions. The sales team gains real-time access to their earnings, ensuring transparency and eliminating surprises. No more waiting for the paycheck to verify earnings or making adjustments later. Welcome to a streamlined and error-free commission management system.
They were manually calculating complex comp plans using spreadsheets
Ben is 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 the app to Plus. Ben built his comp plans in QuotaPath and invited his reps to join – that’s less than seven days to onboard a team of 15 sales reps!
Automating commission calculations by integrating with HubSpot
Say farewell to spreadsheets. With seamless integration between HubSpot CRM and QuotaPath, deals are automatically synchronized, empowering the team with instant access to valuable insights on deals and earnings.
Growing a fruitful relationship together
We mentioned that Ben has a background in Product Management. This means he’s full of ideas on ways to 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 looked at last year’s plans to 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? Accessing 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 is better for their wallets. Now they can forecast deals likely to close and see how earnings are impacted.
Less time spent on commissions each month
Ben used to spend two 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
See how Quotapath cleans up the commissions process for Tribe Dynamics
