The Challenge
The Revenue Operations team felt the pinch of calculating commissions on spreadsheets with the rapid growth of their sales function
Valued at $5.6 billion, Postman’s sales teams are aggressively scaling and as a result, the complexity of their commission plans is also increasing.
Spreadsheets presented an obvious case of poor scalability as they simply couldn't keep up with the exigency of the evolving sales commission process. Every single step was being done manually, right from pulling in data from their CRM and generating reports, to sharing payout information with sales teams.
The most challenging part was the lack of the ability to repeat the process. Every month, they were pretty much starting over. Given their speed of hiring sales executives, bringing in new hires into the system was chaotic. It became difficult to set up their compensation plans on spreadsheets while also factoring in their ramping period. It was becoming an unnecessary hog on the administrators’ bandwidth.
With spreadsheets, the measuring and reporting performance of their sales team was opaque, and without clear visualization, it was difficult to provide complete data on the impact of their incentive program to the key stakeholders.
Hitting a critical growth point, Postman needed something more sophisticated, flexible, and intuitive than spreadsheets.
The Solution
Everstage automated Postman’s entire lifecycle of commissions with no manual work involved for administrators
A user-friendly and intuitive commission platform
Postman administrators build plans with ease and perform various functions to seamlessly handle commissions for large numbers of sales reps. Everstage is truly no-code and the UI is extremely intuitive, allowing administrators to promptly work on the platform without any dependencies. Everstage runs commissions for Postman accurately and offers complete transparency of commissions to their sales teams.
Everstage within Salesforce
With an out-of-the-box integration with Salesforce, Postman eliminates the hassle of having to manually pull in data to calculate commissions.
On top of that, instead of switching from their CRM to another platform and check their commissions, sales reps can access Everstage within Salesforce itself. It saved them clicks and the trouble of managing another login.
Increased visibility of commissions for key stakeholders
The administrators, managers, and sales reps at Postman have access to their commissions data at all times. Since everything is visible on-demand, there is lesser confusion and absolutely no dependency on the administrators for payout information. If they do reach out to administrators for any changes, they are confident that reps have done their background work on Everstage and it saves several cycles of investigation.
A magnificent view into the future
Real-time visibility aside, sales reps at Postman can also get insights on how much they could make in commissions for pipeline deals they could close in the future. Postman uses Everstage’s one-of-a-kind sales commissions forecasting module that offers advanced deal structure modifications in their payout predictions. Reps can make an informed decision on which deals to prioritize and close to hit their quota or their accelerators.
The Result
Postman now can focus on hypergrowth without spending hours on repetitive commission-related tasks
Manual busywork reduced by 95%
Since Postman first partnered with Everstage, their sales force grew by 300% as the company has seen continued success in the marketplace. Everstage has been able to handle the heavy lifting with absolute ease.
It improves the efficiency of Postman’s commission process and as a result, the administrators get significant time savings. What once used to be a multi-step process is now all automatically processed and ready for analysis within Everstage. The level of accuracy has shot up as well.
100% transparency of commissions for sales teams
Postman can now offer their sales reps real-time visibility of their quotas, attainment, commissions, and payout status. Spreadsheets that weren't evolved enough to factor in scenarios like multi-year deals, annual accelerators, and more, leading to more errors during commission calculations. Everstage takes all plan components into consideration to provide accurate payout data.
The granular breakdown of statements is another massive hit amongst sales reps in Postman.
Motivation on a high throughout the quarter
Gerry is a Strategic Account Executive at Postman. He uses Crystal, Everstage’s commission forecasting module to predict his payouts even before closing a deal. For him, it serves two purposes: to see how much he is making in commissions and understand what he needs to do to get to his quota by choosing the right deals to pursue. This brings about some creative thinking on how he can get these deals across the line to assure quota attainment and maximize commission payout.
