Desafíos

As the brand expanded its retail footprint and sales headcount, existing incentive structures failed to keep pace with performance expectations.

Key challenges included:

• Limited visibility into commissions: Sales reps relied on spreadsheets and delayed reports, reducing motivation and trust.

• Quota fatigue mid-quarter: Once baseline targets were met, momentum dropped due to flat commission rates.

• Slow movement of premium and new SKUs: Sales teams prioritized easy wins over strategic products.

• Revenue-first behavior at the expense of margins: Incentives lacked balance across profitability, product mix, and growth goals.

• Low participation in sales contests: Manual tracking reduced excitement and credibility.

• Siloed selling across regions: Individual incentives discouraged collaboration and knowledge sharing.

• Delayed payouts and disputes: Long payout cycles created friction between sales and finance teams.

Personas involved

• Field & Inside Sales Representatives: Earn commissions, SPIFFs, contest rewards, and team incentives based on performance.

• Regional Sales Managers: Monitor attainment, coach teams, and drive regional overperformance.

• Sales Operations Teams: Design incentive plans, manage accelerators, and ensure accuracy of payouts.

• Finance & Payroll Teams: Oversee commission governance, approvals, and disbursements.

• Revenue Leadership (VP Sales, CRO): Align incentives with growth, margin, and strategic priorities.

• Program Admin / Super Admin: Configure rules, dashboards, integrations, budgets, and audit controls.

The solution

The brand needed a scalable, transparent sales incentive platform that could energize its sales force while aligning behavior with business priorities.

Xoxoday Compass delivered a real-time, performance-driven sales incentive ecosystem, replacing manual processes with automation, visibility, and gamification.

1. Real-time commission tracking for motivation: Sales reps gained live dashboards showing commissions as deals closed—eliminating uncertainty, reducing disputes, and accelerating payout cycles from weeks to days.

2. Quota accelerators to drive overachievement: Compass enabled tiered accelerators where reps earned higher commission percentages at 110%, 125%, and 150% quota attainment—sustaining momentum throughout the quarter.

3. SPIFFs for strategic product pushes: Time-bound SPIFF programs rewarded reps instantly for selling premium models, clearing slow-moving inventory, and driving adoption of newly launched categories.

4. Multi-metric incentives for balanced growth: Incentive plans were structured around revenue, gross margin, product mix, and new customer acquisition—ensuring profitable, sustainable growth.

5. Sales contests & live leaderboards: Regional and national contests with live leaderboards, milestone badges, and tiered prizes created healthy competition and public recognition across teams.

6. Team-based incentives for collaboration: Xoxoday Compass rewarded sales pods and regional teams for collective success—encouraging mentoring, collaboration, and shared accountability.

7. Seamless integration with sales ecosystem: Xoxoday Compass integrated with Salesforce, ERP, POS feeds, and finance systems—automating data flows, commission calculations, and payouts with full auditability.

Impact

• 1.8× increase in reps exceeding quota, driven by accelerator-based incentives

• 41% faster sales velocity for premium SKUs, supported by targeted SPIFFs

• 29% improvement in gross margin contribution, enabled by multi-metric plans

• 2.5× higher participation in sales contests, fueled by live leaderboards

• 34% reduction in commission disputes, due to real-time visibility

• USD 48 million in automated commissions and incentives processed annually

• Stronger cross-region collaboration, supported by team-based rewards

Conclusion

By implementing Xoxoday Compass, the personal care appliances brand transformed its sales incentive strategy from static, opaque plans into a dynamic, real-time performance engine.

From commission transparency and quota accelerators to SPIFFs, contests, and team incentives, Compass aligned sales motivation with strategic growth goals—while reducing friction for sales operations and finance.

With automated workflows, live dashboards, and seamless integrations, the brand empowered its sales teams to sell smarter, faster, and more collaboratively—driving sustained revenue acceleration across the US market.

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