Media & Advertising
Situation
A large established Australian information provider had considerable problems calculating fortnightly commissions for their 700 sales people. Each payment period would involve working through a 22-step process which would incorporate 18 spreadsheets from various sources.
The client had no way to reconcile commission payments and errors would only be identified through sales representatives complaining to the commission teams that they had been underpaid. They never received a complaint from someone who had been overpaid (numerous overpayments were uncovered in spot audits).
Solution
The client required a system that would reduce manual work and eliminate commission errors.
PerformanceCentre built a customised Proof of Concept to demonstrate to the client that we were able to understand the many complex business rules and to demonstrate how the finished system would accurately manage commissions. Based upon the success and feedback of the POC, PerformanceCentre were commissioned to build the full solution.
The deployment of PerformanceCentre occurred over a 12 week period and involved overcoming many challenges such as processing the 400gb of data for the first commission payment run and ensuring the clients strict security policies were adhered to.
Results
Since launch, the sales force have been vocal in their appreciation of the new system. Previously, the sales team’s only way to view sales was by writing them down and they only received a commission statement every two weeks. Now they are able to check their performance and reconcile their payments through PerformanceCentre.
For the commissions team, the impact of PerformanceCentre has been huge as it has reduced the amount of manual work required each fortnight by more than 70%.
The entire commission management process previously cost two full time heads. Only 90 days after program launch - it is now costing less than 0.6 of a full time head.
