Défis

Managing a large field sales organization across general trade and modern trade channels is critical for a leading consumer goods manufacturer. But manual incentive workflows, inconsistent communication, and limited visibility made it difficult for frontline teams to stay motivated, understand earnings, and align with revenue targets. With multiple product lines, varied regional structures, and frequent market pushes, scaling incentive programs and ensuring alignment across teams became increasingly challenging.

• Rising sales attrition due to unclear earnings and delayed payouts: Field reps lacked timely visibility into commissions, accruals, and target achievement—impacting motivation and retention.
• Manual commission processes slowed sell-in and secondary sales: Spreadsheet-driven calculations across territories, RTMs, and product lines led to payout delays, errors, and trust gaps.
• Limited clarity on targets, payout rules, and weekly progress: Reps struggled to track performance by SKU/category, outlet coverage, and incentive status in real time.
• Scaling onboarding and incentive rollouts across regions and roles: Launching or updating incentive structures for GT/MT teams was slow, error-prone, and required extensive coordination.
• Fragmented manager visibility into performance and campaign impact: Sales managers lacked a unified dashboard for real-time insights into team activity, payouts, SKU mix, and regional trends.

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Personas involved

• Sales Representatives: Close orders, expand coverage, track targets and commissions. ‍
• Area/Regional Managers: Monitor attainment, SKU mix, milestone progress, and campaign impact. ‍
• Sales Operations: Configure plans, territories, rules, exceptions, and audits. ‍
• Finance Teams: Validate earnings and ensure compliant payout processing. ‍
• Super Admin: Governance, access control, and version management of incentive plans.

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The solution

Xoxoday Compass helped the organization shift from manual, fragmented incentive workflows to a unified, automated sales performance system. The platform brought clarity, speed, and transparency to every stage of the sales lifecycle—automating commissions, powering real-time dashboards, enabling regional sales contests, and delivering instant payouts tied to performance milestones.  

With seamless CRM/ERP integrations and analytics-backed visibility for reps and managers, Compass created a structured, high-performance environment that improved alignment, reduced disputes, and strengthened overall sales retention.

• Transparent commission tracking: Xoxoday Compass integrated seamlessly with the Hubspot to automate complex incentive rules, giving reps real-time visibility into targets, earnings, and payout timelines—removing ambiguity and reducing attrition.
• Real-time incentive dashboards: Sales reps tracked performance instantly by SKU, category, outlet type, and region. Area and regional managers accessed unified dashboards summarizing attainment, route execution, and payout status.
• Faster sales execution through incentive automation: Incentive milestones were tied directly to order closures and sell-out events, reducing delays in approvals and encouraging faster movement of priority SKUs.
• Tiered incentive programs for GT & MT: Location-, role, and product-based tiers aligned rewards to strategic goals—ensuring focus on high-margin categories, seasonal pushes, and new product launches.
• Digital onboarding & rollout across regions: Pre-configured incentive templates allowed the company to onboard new hires and launch new schemes quickly across diverse territories and RTMs.
• Performance management & analytics: A centralized dashboard unified KPIs, payouts, and sales insights, helping managers and leadership understand regional trends, participation levels, and campaign effectiveness.
• Real-time payout automation: Instant, compliant payouts to digital wallets reinforced ongoing motivation—creating stronger momentum across frontline teams.
• Seamless integration with existing systems: Our sales commission automation solution integrated smoothly with Hubspot and Darwinbox, ensuring that sales data, rep profiles, incentive rules, targets, and payout updates synced in real time. This automation removed manual entry, minimized errors, and ensured accurate, audit-ready incentive computation for sales operations and finance teams.

Impact

• 22% drop in field-sales attrition through transparent, real-time commission visibility.

• 18% faster sales cycle driven by incentive-linked order closures.

• 92% reps with clear targets and earnings, reducing payout queries significantly.

• 12% regional sales growth supported by tiered incentives and gamified contests.

• 40% less manager reporting time with automated dashboards and unified data.

• INR 9.8 crore in automated incentive payouts processed over six months, ensuring timely, error-free commissions and stronger sales motivation.

• 15% increase in selling hours per rep enabled by faster payouts and fewer disputes.

Conclusion

By standardizing incentive design, automating commission workflows, and reinforcing desired sales behaviors, the manufacturer improved retention, execution speed, and regional growth.  

Clear earnings insight and auditable payouts strengthened trust, while tiered programs aligned field efforts to priority SKUs and territories, resulting in a more motivated and productive sales force.