التحديات

As the brand expanded its product portfolio and geographic footprint, sales execution became uneven across territories. Traditional commission structures rewarded revenue outcomes but failed to consistently motivate strategic behaviors such as new account acquisition, portfolio expansion, and specification conversion.

The company needed a performance-driven sales incentive engine that could align daily field activities with long-term growth objectives—while maintaining transparency and trust among sales reps.

Key challenges included:

• Limited visibility into commissions: Delayed or unclear payouts reduced sales motivation.
• Slow dealer and contractor onboarding: New account acquisition required stronger incentives.
• Specification leakage: Architect-approved products did not always convert into actual orders.
• Uneven territory performance: Lack of competitive frameworks reduced momentum in underperforming regions.
• Single-SKU selling behavior: Reps focused on fast-moving products rather than full portfolio penetration.
• Underdeveloped key accounts: Strategic customers lacked differentiated growth incentives.

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Personas involved

• Field Sales Representatives: Earn commissions, bonuses, and rewards for revenue, new accounts, specification conversions, and portfolio selling.

• Regional & Territory Sales Managers: Track performance, run contests, and drive competitive execution across regions.

• Sales Operations Teams: Manage commissions, incentive structures, and payout accuracy.

• Channel & Distribution Teams: Support dealer and contractor onboarding and expansion.

• Marketing & Specification Teams: Align field incentives with architect-led demand generation.

• Program Admin / Super Admin: Configure rules, manage budgets, oversee leaderboards, and monitor dashboards.

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The solution

The Paints, Coatings & Adhesives brand needed a scalable, transparent, and motivating sales performance platform tailored to field sales realities. Xoxoday Compass delivered a centralized solution to automate commissions, incentivize strategic behaviors, and gamify territory performance.

The program shifted motivation from delayed commissions to real-time earnings visibility and behavior-linked incentives.

• Commission automation for transparent earnings: Xoxoday Compass automated real-time commission calculations tied to volume and revenue targets—giving reps instant visibility into earnings and boosting day-to-day motivation.

• Account acquisition bonuses to expand footprint: Sales reps earned per-account bonuses for onboarding new dealers, contractors, and builders—accelerating market coverage and product availability.

• Specification conversion rewards to close the loop: Xoxoday Compass incentivized reps who successfully converted architect specifications into confirmed material orders—bridging the gap between design intent and delivery.

• Territory sales contests to drive competition: Leaderboard-driven contests rewarded top performers across regions—fostering healthy competition and lifting overall territory performance.

• Portfolio selling incentives to increase penetration: Reps were rewarded for selling across core, premium, and newly launched products—reducing reliance on single-SKU sales.

• Key account growth rewards to deepen relationships: High-value accounts were tied to growth-based incentives, rewarding reps for expanding volumes, increasing SKU adoption, and securing long-term partnerships.

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Impact

• 2.4× increase in quota attainment across active territories, driven by real-time incentives.
• 37% faster dealer and contractor onboarding, fueled by acquisition bonuses.
• 33% improvement in specification-to-order conversion, closing revenue leakage.
• 41% increase in multi-product selling, strengthening portfolio penetration.
• Consistent uplift in underperforming territories, driven by leaderboard competitions.
• IDR 920 billion in sales revenue influenced annually through Compass-led incentives.
• Higher sales rep retention and engagement, supported by transparent commissions and rewards.

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Conclusion

By implementing Xoxoday Compass, the Paints, Coatings & Adhesives brand transformed its field sales execution across Indonesia—from delayed, outcome-only commissions to a real-time, behavior-driven performance ecosystem.

From commission automation and account acquisition bonuses to specification conversion rewards, territory contests, portfolio selling incentives, and key account growth recognition, Compass helped the brand align sales effort with strategic growth priorities.

The result was faster territory expansion, stronger revenue performance, improved sales morale, and sustained competitive advantage—powered by a scalable incentive platform purpose-built for high-performing field sales teams.