The Challenge

Even as a tech-first company, incentive operations relied heavily on spreadsheets and manual workflows, creating multiple inefficiencies:

Inconsistent Compensation Structures
Different regions and business units had varied incentive plans, leading to confusion and perceived inequities.

Delayed Payouts & Low Motivation
Manual approvals and fragmented workflows caused payouts to lag, negatively affecting engagement.

Misalignment Between Sales Goals & Incentives
Sales reps lacked clarity on what behaviors and results triggered incentives, reducing motivation and accountability.

Limited Earnings Visibility
Reps had poor insight into progress toward quotas and potential earnings, making performance tracking opaque.

The Solution

Compass was implemented to centralize, automate, and standardize incentive compensation across regions and roles.

Custom Compensation Plans
Aligned with multi-stage sales funnels, tracking metrics such as demos booked, qualified pipeline, and closed deals.

CRM Integration
Automated incentive triggers synced with Salesforce CRM activity, ensuring accurate and timely payouts.

Real-Time Earnings Dashboards
Reps gained visibility into current earnings, bonus milestones, and progress toward incentives via a sleek, mobile-friendly interface.

Multi-Region Rollout
Unified five regional incentive structures into a single, governed system—ensuring fairness, consistency, and scalability across SDRs, AEs, and cross-functional teams.

The Results

The platform delivered measurable gains in productivity, efficiency, and employee satisfaction:

Faster Incentive Payouts
Processing time reduced from 20 days to just 5 days, improving cash flow and trust.

Higher Productivity
2.5× increase in productivity attributed to performance visibility, faster payouts, and clearer incentive alignment.

Strong User Satisfaction
94% of users reported improved clarity and motivation in internal feedback surveys.

Key Metrics

• ₹1.5 Cr+ in incentive payouts processed in 6 months
• 30+ incentive rules automated across SDRs, AEs, and cross-functional teams
• 5 regions standardized for consistent, scalable compensation operations
• 20→5 days reduction in incentive processing time
• 2.5× increase in productivity
• 94% user satisfaction

Conclusion

By automating and centralizing incentive management with Compass, the organization transformed compensation from a slow, manual process into a transparent, real-time, and motivating system. Sales reps gained clarity on earnings, managers had actionable performance insights, and multi-region teams operated within a unified, fair framework—boosting productivity, engagement, and operational efficiency.

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