Variable pay
that pulls in the right direction.
“My reps optimise their commission, not my revenue.”
Your commission plan is the document your reps read most closely. If it contradicts your strategy, the plan wins. We design, model, equip and run variable pay aligned with what you really want to sell.
Where we work on your cycle
- Negotiation, Win rate
- Closing, Signed ACV
- Expansion, NRR
A plan that costs a lot and is calculated by hand. And rewards the wrong deals.
- Commissions are calculated in a spreadsheet every month, with errors and disputes.
- The plan rewards signed volume, when you need margin, recurring revenue or new customers.
- Your reps do not know what they will earn until the end of the month.
- The plan changes every year and nobody has measured the effect of the last one.
- Variable pay costs grow faster than your revenue, and you do not know why.
Who it is for
The teams and roles who live with this problem every day, and what changes for them.
- SalesSales Director, CROPlans that steer effort towards the deals the company wants.
- FinanceCFO, Finance DirectorVariable pay costs modelled and under control, with no manual calculation.
- HRHR Director, PeoplePlans that are clear, fair and easy to explain when hiring.
- Field teamsReps and CSMsKnowing what you earn, and why, without waiting for month end.
What we build
From strategy to payslip, with no re-keying.
Alignment · step 1
A plan that follows from your strategy
Targets by role, fixed and variable split, accelerators, treatment of margin, new customers and renewals.
KPIs and steering · step 2
Costs modelled before they are paid
Plan simulated on your sales history, overachievement scenarios, cost of sales against revenue.
Processes and tools · step 3
Commissions calculated automatically
Sales data taken from the CRM, rules configured in a commission tool, export to payroll.
Enablement · step 4
A plan every rep understands
Plan presented to the teams, individual simulator, real-time tracking of earnings.
Governance · step 5
A plan that adjusts on facts
Measuring the plan's effect on behaviour, handling special cases, annual review with your HR team.
With
Qobra automates the calculation. Ocobo designs the plan it calculates, and makes sure it drives the expected behaviour.
Figures published by Qobra about its customers.
7 days then 1
Monthly commission close at Doctolib (source: Qobra)
3 days then ½
Monthly commission close at Pennylane (source: Qobra)
Every rep knows what the deal they are working on will pay them.
- Reps ask their question in plain English and get the detail of their commission.
- Plan scenarios are simulated in minutes, on your real data.
- Calculation errors are caught before payroll.
Variable pay assistant
“How much will the Brightlane deal pay me?”
€3,840 in commission if signed this month
Base rate 8% × €48k(on track)
Accelerator 110% tier reached(on track)
Check 1 deal counted twice(alert)
Calculation checked before payroll
How we work
From an analysis of your current plan to variable pay that runs itself.
Diagnostic
The Design Sprint analyses your current plan, its cost and the behaviour it really drives.
Build
The squad designs and equips the plan with your sales leadership, your finance leadership and your HR team.
Autonomy
The calculation runs on its own, and your teams adjust the plan every year on facts.
The tools we deploy most
And your payroll tool. We start from your stack.
The Ocobo experts on this challenge.
No salesperson followed by a junior: the people you meet at the first meeting are the ones who build with you. Hover over or tap a card to find out more.
Talk to one of them
Sales Compensation expertCorentin Guérin
Partner
Sales Compensation expertMariette Baudras
RevOps Manager
Does your plan reward what you really want to sell?
In 30 minutes, a revenue architect checks it with you. You leave knowing where to start.
Talk to an architect