Summary
In order to grow their sales team, Vitally needed to revamp their approach to commission management. Their CEO had been manually tracking commission calculations and payouts in a spreadsheet– which worked for a two-person team, but wasn’t going to support the organization as they scaled. Their new VP of Sales explored commission vendors and was drawn to the concept of seller experience and the deep visibility that Spiff provided. Vitally was able to grow their sales team 7x and not miss a beat with a scalable commission platform.
Key Results
- Saved 8 hours a month on commission management
- Increased transparency and visibility into the commission process
- Seamlessly scaled the team from 2 to 14 members
The Challenge
Vitally’s sales team was growing, and manually tracking commission with a spreadsheet was not a scalable process.
When Jason Richman joined Vitally as their new VP of Sales, he was tasked with managing the commission process – alongside a host of other essential responsibilities, including recruiting new reps, training, and co-selling.
He quickly recognized that using a spreadsheet to manage sales commission was not a viable solution. This inefficient process required frequent conversations with reps to confirm accuracy, and the single spreadsheet meant it was impossible to look back at figures from previous months. “I was spending 6-8 hours a month of my personal time – at nights, on weekends – managing commissions,” Richman said. “It wasn’t a pleasant experience.”
While commission management proved to be a massive time-suck for Richman, reps dealt with the monthly frustration of trying to understand their commission without a clear system in place to help them do so.
If the sales team was to grow, this approach to commission management would quickly escalate from unpleasant to impossible. Richman knew that in order to focus on revenue-generating activities, he needed to find a seamless and efficient solution to their commission problem.
The Solution
Vitally implemented Spiff and immediately realized benefits in terms of time saved, increased transparency, and an overall healthier seller experience.
Richman evaluated a number of commission vendors and ultimately found that Spiff’s platform met Vitally’s current and future needs. Those needs included a commission software that he could easily manage himself after implementation, one that could grow as Vitally’s team grew while also promoting transparency and improving overall experience for their commissioned employees.
Spiff’s real-time commission calculations and seamless CRM integration meant Vitally could streamline the previously laborious commission management process, resulting in major time savings. Richman could finally do away with the spreadsheet and all of the back-and-forth communication, inaccuracies, and confusion that it generated.
Moreover, Spiff’s visual dashboards and intuitive UI offered the transparency and visibility that Vitally was looking for as they expanded their sales team. With this interface, their reps finally have visibility into their earnings without needing to consult a confusing spreadsheet or repeatedly inquire about the status of their commission statement.
To round out an already positive experience, Richman found Spiff’s implementation team a pleasure to work with as they were able to quickly get the platform up and running for his team. By the time implementation was complete, he felt that he learned a great deal from Spiff and was fully prepared to self-manage the solution successfully.
“Spiff makes it incredibly easy to adjust quotas and ramps as we add new team members. Now, a process that used to take hours of my free time, effectively runs on auto-pilot. The team can focus on growing and scaling without worrying about what that means for sales comp or administrative processes.”
The Results
Vitally was able to simultaneously grow their sales team and save precious hours every month thanks to Spiff’s scalable solution.
Spiff’s impact on the Vitally team was immediate and comprehensive. For Richman, the platform was a life-saver: he no longer had to waste several hours each month tracking down deals, manually checking accuracy, and answering reps’ questions about their commission statements.
The Spiff platform also made it easy for him to adjust quotas and ramps as he added team members, ensuring consistent efficiency as the team grew. A process that once wasted 6-8 hours every month now effectively runs on “auto-pilot”.
The Vitally sales team grew from two to 14 team members, equipped with a flexible commission management platform that was able to support their expanded headcount. And thanks to the transparency provided by Spiff’s smooth UI and real-time commission tracing, every rep now understands which deals they’re getting paid on and can visualize their earnings with an easy-to-use interface rather than a confusing spreadsheet.
About Vitally
With Vitally, B2B Customer Success teams can deepen their understanding of their customers and enable every Customer Success Manager to 10x their effectiveness through the use of a powerful, all-in-one platform that features a full suite of productivity tools and assistive automation. By quickly unifying disparate product and customer data into an incredibly powerful and easy-to-use platform, Vitally allows teams to rapidly implement better customer success processes and have an immediate impact.
Industry
Software Development