Efficient ICM Software At Information Service Provider

Administrative overheads dropped by 50%, commission overpayments ceased and management had better data after the switch to our incentive compensation software.

Overview

  • Our client is a high-profile, publicly listed Australian company that provides information and data services.
  • They employ 700 salespeople.
  • They were using 18 separate spreadsheets to calculate sales commissions
  • They have a 22-step process that was managed by two full-time administrators.

The Results

  • The cost of calculating commissions has decreased by 50%.
  • Commission overpayments have been eliminated.
  • The sales team has immediate access to their sales data and commission reports.
  • Management has immediate access to performance data about the sales team, who has earned commission and for which deals.

“Using Performio has cut down our staffing requirements by over 50% and means we now have a clear understanding of who we are paying and what we are paying them, eliminating costly overpayments… Anyone looking to automate their sales commission payment process needs to talk to Performio.”

Rewards & Incentive Manager
Information Services Provider

The Situation

A leading player in the information services industry presented us with their concerns:

  • Complicated 22-step process to calculate commissions, using 18 separate spreadsheets managed by two full-time administrators.
  • There was no way to reconcile commission payments. Errors were only picked up when sales people complained about being underpaid.
  • A spot audit also revealed that sales people had been overpaid. However, those sales people never reported overpayments, meaning there was expensive leakage.
  • No commission reporting was available to sales people or management.

Our Approach

Performio proposed a two-stage approach:

  1. Proof of concept
  2. Enterprise-wide rollout

Proof of Concept

To prove Performio could address our client’s concerns, we built a Proof of Concept (POC) site using the client’s data. This enabled us to demonstrate:

  • An understanding of the many complex business rules.
  • How the finished system would accurately manage commissions

We used an agile approach to build the proof-of-concept so we could incorporate client feedback. Once the proof of concept was complete, Performio was deployed to the whole sales team.

Enterprise-Wide Rollout

The deployment of Performio occurred over a 12 week period and involved many challenges, such as:

  • Processing 400GB of data for the first commission payment run
  • Ensuring our client’s strict security policies were adhered to

The Results

  • The cost of calculating commissions has decreased by 50%.
  • Overpayments of commission have been eliminated.
  • The sales team has immediate access to sales data and commission reports.
  • Management has immediate access to performance data about the sales team, who has earned commission and for which deals.

“We have always put up with trying to manage complex commission calculations and a poor reporting framework until we had our system updated with Performio.”

Rewards & Incentive Manager
Information Services Provider

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