Cabaran

As the VMS portfolio expanded across categories and price tiers, managing sales incentives through spreadsheets and manual approvals became inefficient and demotivating.

Sales representatives lacked clarity on earnings, commissions were delayed, and incentive plans struggled to adapt to evolving priorities such as new launches and category balance.

Key challenges included:

• Complex commission structures: Multiple product categories, distributor tiers, and regions made manual commission calculation slow and error-prone.

• Slow distributor onboarding: Sales reps lacked targeted motivation to open new distributors and retail partners in untapped territories.

• Unbalanced portfolio selling: Reps focused on fast-moving SKUs instead of promoting new launches or higher-margin supplements.

• Inconsistent performance momentum: Limited competition visibility reduced sustained motivation across quarters.

• Under-recognition of big wins: Major deals and strategic account wins were not celebrated in real time.

• Weak linkage between QBR goals and incentives: Quarterly objectives were not consistently tied to rewards.

‍

Personas involved

• Sales Representatives & Account Managers: Earn commissions, acquisition SPIFFs, competition rewards, milestone bonuses, and QBR incentives.

• Regional & Area Sales Managers: Track performance, run competitions, and drive execution across territories.

• Sales Operations Teams: Design commission plans, incentive rules, and performance metrics.

• Trade Marketing Teams: Support product mix and new launch incentive programs.

• Finance & Incentives Teams: Oversee budgets, approvals, compliance, and automated payouts.

• Program Admin / Super Admin: Configure incentive logic, manage dashboards, and govern Compass programs at scale.

‍

The solution

The VMS brand needed a centralized, real-time sales incentive platform to align sales behavior with revenue growth, market expansion, and portfolio strategy.

Xoxoday Compass delivered a performance-driven sales incentive solution that automated commission management, enabled agile incentive programs, and gave sales teams instant visibility into earnings and progress.

This shift replaced manual processes with a transparent, data-led sales performance ecosystem.

1. Multi-tier commission automation for faster payouts: Xoxoday Compass streamlined complex commission calculations across products, regions, and distributor tiers—automating payouts and accelerating payment cycles while improving rep trust and motivation.

2. Distributor acquisition SPIFFs for market expansion: Targeted SPIFFs rewarded sales reps for onboarding new distributors and retail partners—accelerating coverage in underserved GCC territories.

3. Product mix optimization incentives for balanced growth: Weighted commission structures encouraged reps to promote high-margin supplements, new launches, and underperforming categories—ensuring healthier portfolio performance.

4. Gamified sales competitions for consistent momentum: Real-time leaderboards tracked individual and team performance against targets—fostering healthy rivalry and sustained motivation throughout the quarter.

5. Milestone-based rewards for exceptional wins: Sales reps were recognized instantly for securing major distributor contracts, closing record deals, and penetrating strategic accounts—reinforcing high-performance behavior.

6. QBR performance bonuses for strategic alignment: Xoxoday Compass linked quarterly bonuses to comprehensive objectives including revenue targets, distributor engagement, market share growth, and key account development—aligning sales execution with leadership priorities.

7. Seamless integration with the sales ecosystem: Xoxoday Compass integrated with Freshworks CRM, Salesforce Automation software and finance systems—enabling real-time data sync, automated validation, and frictionless incentive payouts.

‍

Impact

• 2.4× improvement in commission payout speed, boosting sales rep trust and motivation.
• 43% increase in new distributor onboarding, driven by acquisition SPIFFs.
• 35% uplift in balanced portfolio selling, including new and premium VMS products.
• 31% improvement in quarterly sales target achievement, supported by gamified competitions.
• 28% increase in key account revenue contribution, enabled by milestone rewards.
• AED 620 million in automated sales incentives processed annually, improving transparency and scale.
• Stronger alignment between sales execution and strategic QBR goals across GCC markets.

‍

Conclusion

By implementing Xoxoday Compass, the VMS brand transformed sales incentive management across the GCC—from manual, opaque commission processes to a real-time, performance-driven sales ecosystem.

Through commission automation, acquisition SPIFFs, product mix incentives, competitions, milestone recognition, and QBR-linked bonuses, Compass empowered sales teams to consistently deliver growth while staying aligned with strategic priorities.

With automated payouts, seamless integrations, and instant performance visibility, the brand accelerated revenue growth, expanded market coverage, and built a highly motivated sales organization in the competitive VMS healthcare landscape.