Customer Story

Challenges

The brand operated one of the largest dealer-driven sales networks in the country, but the incentive process had not scaled with its rapid expansion. Each region followed its own payout cycle, and every dealer relied on spreadsheets, emails, and manual approvals, creating major inconsistencies.

• Delayed payouts and under-calculated incentives: Sales teams often received payouts weeks late. Discrepancies in model-wise bonuses, finance commissions, and target-linked payouts regularly led to disputes, eroding trust.

• Zero real-time visibility for dealers and sales reps: Neither dealer principals nor sales executives could track earnings, eligibility, or target progress. The lack of data transparency made it difficult to prioritize actions or close monthly gaps.

• Manual spreadsheet processing across 15+ territories: Local dealer teams managed incentives independently, which caused version conflicts, reporting mismatches, and frequent recalculations. Leadership could not access accurate, consolidated insights.

• High attrition due to incentive uncertainty: Unclear rules, misaligned communication, and delayed payments caused frustration. Attrition reached 40 percent, directly impacting showroom performance and customer experience.

• No gamified sales engine: Traditional reward structures failed to encourage consistent effort. Without contests, recognition, or peer comparison, motivation dropped sharply every mid-quarter.

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Personas Involved

• Channel Partner Managers

• Dealer Principals & Regional Heads

• Sales Executives & Area Managers

• HR & Finance Payout Teams

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Platform Setting & Implementation

The automobile brand implemented Xoxoday to automate incentive workflows across dealerships and introduce gamified engagement programs. The rollout was completed in 12 weeks and covered all major territories across India.

• Integrations: SAP, Salesforce CRM, and Dealer Management System (DMS)

• Reward Medium: Points-to-cash conversion integrated with Xoxoday Marketplace

• Program Coverage: All dealer sales teams under national network

The brand moved toward a centralized incentive framework that eliminated regional inconsistencies and connected all dealers to one digital platform. The implementation focused on configuring automated logic, dashboards, and contest infrastructure at a national scale.

• ‍Automation setup: Automated incentive computation logic with defined program rules and instant payout triggers.
• ‍Live dashboards: Territory-wise leaderboards and earnings scorecards for transparent goal tracking.  ‍
• Gamification layer: Configurable contests, milestones, and badges linked to revenue goals and product launches.  ‍
• Nudges & interventions: Real-time notifications to encourage performance, reduce spillovers, and close missed milestones.  ‍
• Payout automation: Seamless invoicing and same-day incentive transfers to dealers via digital payment integration.

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The Solution

Xoxoday provided a unified platform that connected the automobile brand, its 200+ dealers, and 10,000 sales reps under a single incentive and engagement ecosystem.

• Centralized incentive engine: A unified calculator was built to automate all incentive plans including volume-linked bonuses, finance tie-up commissions, upsell rewards, and new model launch incentives. This removed ambiguity and ensured 100 percent accuracy.

• Leaderboard-based dealer engagement: The “National Dealer Performance League” showcased rankings by sales volume, customer feedback, and finance conversions. This friendly competition significantly boosted focus and consistency across dealerships.

• Gamified launch campaigns: The “Speed Sprint Campaign” rewarded dealerships for early sales of new models, creating momentum during launch periods. Bonus points, badges, and milestone unlocks kept reps excited throughout the month.

• Smart nudges and behavioural triggers: Automated nudges were sent via WhatsApp and email when a rep was close to achieving a target or when certain CRM actions were pending. This improved participation by 35 percent and reduced spillovers.

• Automated dealer invoicing and payout flow: Dealer invoices were generated instantly based on validated sales data. The system ensured same-day payout approval, eliminating bottlenecks caused by multi-level finance verification.

• Live territory tracking for channel managers: Channel Partner Managers accessed real-time territory dashboards showing model-wise contribution, scheme participation, contest standings, and payout summaries. This improved decision-making and reduced follow-up cycles dramatically.

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Impact

• 50% improvement in sales productivity across dealerships.

• 60% increase in retention rate among dealer sales teams.

• 80% engagement rate through contests, nudges, and leaderboards.

• 95% reduction in payout disputes with real-time computation and approval workflows.

• 12% revenue growth within 90 days of rollout.

• 100% visibility for regional and national channel managers across all active schemes.

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Conclusion

The integration of Xoxoday reshaped how the brand managed dealer and salesforce incentives. What once required days of manual reconciliation became a real-time, automated, and gamified system.  

Sales representatives now track their earnings live, dealer principals gain transparency in brand schemes, and the brand enjoys faster execution with zero leakages. Within a quarter, the brand recorded measurable growth in engagement, productivity, and retention—solidifying Xoxoday as the central engine powering its dealer incentive strategy.