The challenge
Fifteen years of manual calculations, and a sales team flying blind
CarDekho is Asia's largest digital automotive solutions platform, connecting car buyers with OEMs, dealers, and sellers across more than 30 countries. With a sales team of 200+ users managing a complex web of incentive variables, the business had a problem that had quietly compounded over a decade and a half: commissions were calculated manually, and the results were shared with the sales team over email.
As the company scaled exponentially, the limits of that approach became impossible to ignore. Sales agents had no real-time view of where they stood against their targets. Business heads lacked the granular visibility needed to understand performance patterns across regions and designations, which meant incentive structures were designed with incomplete information. And as the complexity of multi-variable commission plans grew, manual calculation became not just time-consuming but genuinely error-prone.
The consequence was a sales force that was motivated to perform but given no clear signal of how their performance translated into earnings until it was too late in the cycle to change course.
The solution
Real-time visibility for sales reps, and the intelligence for leaders to design better
CarDekho implemented Xoxoday Empuls as its sales performance management and incentive platform, replacing email-based reporting with a live, mobile-accessible system that put performance data in the hands of both sales reps and business leaders simultaneously.
- Automated commission calculation, multi-variable incentive structures that previously required manual computation are now calculated in real time. Payout automation eliminated the admin effort of manual processing and removed the delays that had defined previous incentive cycles.
- Real-time target vs. achievement dashboards, sales reps access their live performance data through the Empuls mobile app at any point in the cycle. The gap between action and feedback closed from weeks to moments, giving reps the information they need to course-correct while there's still time to act.
- Gamified leaderboards, visibility of ranks against peers drives healthy competition across the sales floor. Reps don't just see their own numbers, they see where they sit in the broader picture, creating sustained motivation throughout the cycle rather than just at the end.
- Granular business intelligence, business heads gain segmented performance views by region and designation. With the data to understand what's actually driving performance, incentive structures can be designed with precision rather than assumption.
The results
Three meaningful gains, in under 100 days
20%
Increase in incentive program adoption in under 100 days
18%
Increase in incentive program qualifiers in under 100 days
25%
Increase in incentive payouts in under 100 days
In under 100 days, CarDekho's sales force showed measurable movement across every key program metric. More reps adopted the platform, more qualified for incentives, and total payouts grew, a chain of outcomes that reflects what real-time visibility does to sales behavior. When reps can see where they stand and what they need to do to qualify, they act on it.