The Challenge
Chargebee was manually managing commissions for more than 300 reps across 50 commission plans.
Before Everstage, Chargebee's Operations team would run commissions manually for hundreds of reps based across 5 regions. The process started with gathering data required from multiple sources to calculate commissions, compiling and modifying them on spreadsheets. Hours were spent making sure that the right data was collected for calculations.
Each commission plan had a minimum of 4 components with different quota categories. After calculating commissions, the data would then be shared with sales reps to review their payouts.
The first week of the month or quarter was mayhem for administrators and sales reps alike. It became an overwhelming process for admins as they did no other tasks except commissions busywork that week. They barely had time to complete this process from start to finish as there was a tight deadline with Finance to send over the final numbers. Reps had to manually validate their payout calculations in less than 3 days.
The administrators would get buried under requests for calls from reps during the review time. Reps were convinced that their payouts were accurately calculated only when explained over a call.
Another challenge that Chargebee had was commission contract management. With frequent commission plan modifications and role changes, the organization used a third-party app to share contract documents with sales reps.
However, administrators did not have any control over the process. There was no visibility whatsoever on whether the variable pay stated in the contracts was correct. There was no way to know if the reps read through and signed their contracts.
Since the Operations team had to dedicate the first week of every month entirely to manual commission processing, Chargebee decided it was time for a change. They were looking for an incentive compensation management solution that would automate the commission calculations, improve accuracy, and reduce the time taken to pay out. Additionally, the solution should also provide transparency to reps, and reduce disputes about commissions.
The Solution
Chargebee streamlines the commission process end-to-end with Everstage, right from contract signing to payout processing.
Commissions like clockwork
Given the complexity of commission plans and the volume of data, Everstage's seamless and intuitive interface automates Chargebee's entire commission lifecycle.
As all calculations are run by the system and not manually, sales teams get enough time to review their commission numbers and get back to the administrators to clarify any doubts. With an intuitive dashboard and detailed statements of their earnings, sales reps have transparency into their commissions which has reduced questions to admins by over 95%.
Visibility of compensation plans
With Everstage's DocuSign integration, rolling out commission contracts is now a breeze. Chargebee not only saved money by eliminating the third-party app but also reduced internal effort to coordinate and provide accurate plan statements. Admins gained more control over the accuracy and timely transfer of contracts to multiple sales teams at the same time. Sales reps can view their compensation plan within Everstage to understand how they got paid.
The Result
Chargebee completely eliminates the chaos of commission processing every month while offering clear visibility into payouts to their sales teams.
Commission processing automated
All things commissions are done and dusted within the first few days of the month systematically. Administrators can stick to their timeframe of paying out commissions within the first week of the month or quarter. All the manual work is automated, and admins only need to handle exceptions to the process. The entire process was smooth sailing, saving administrators and reps from a week full of chaos.
Administrators can now focus on other responsibilities and give sales reps enough review time to address any doubts they might have. Sales reps are also confident about their payouts as the commission calculations are accessible to them at all times.
Contracts for 100s of reps in less than an hour
Administrators spend a maximum of 45 minutes to send out contracts for over 300 sales reps. They can also track signatures and ensure that sales reps have complete visibility every month on how they got paid. This feature made contract signing completely seamless and error-free.
Administrators spend less time clarifying compensation plans and payouts. Queries have also significantly reduced as sales teams get visibility of their compensation plan components.
