No-Code App Solves Payout Issues for Major Conglomerate

90% fewer payout adjustments
due to more accurate tracking

1 month
for no-code app design

$60 billion
worth of transactions processed annually

Situation

When a multibillion-dollar merger brought 1,000 new employees to a leading international manufacturing conglomerate, the company ended up with over $60 billion in transactions to process annually – putting a strain on both sales administrators and salespeople, who were already frustrated by nebulous and time-consuming processes.

Due to the sheer volume of transactions and payouts the company was handling, its sales operations administrators faced a never-ending rush to meet payroll deadlines. This state of constantly racing against the clock was not only highly stressful, but also a painfully inefficient use of their time.

Simultaneously, sales reps lacked visibility into their own performance, making it nearly impossible for them to identify discrepancies in their pay. Even if or when they were sure an error had occurred, they lacked a centralized system for requesting action.

The rush to catch up inevitably resulted in those pay miscalculations occurring, which in turn led to a time-consuming mass of post hoc pay recoveries and incremental payouts. Meanwhile, payroll administrators struggled to maintain complete and accurate records of payouts and corrections.

Unsurprisingly, the frustrations of late and inaccurate payments was taking a toll on the engagement level of the company’s salespeople. With reps investing precious work hours into building shadow accounting systems to manually track their performance, their focus had shifted away from selling.

Solution

The company had long collaborated with Optymyze to improve and automate other sales performance management processes, establishing over the years a relationship based on deep trust and open communication. Now it turned to us for help on a new front.

To address the issues this company was facing, we implemented our exclusive, no-code Dispute Management app, which integrates seamlessly with the sales compensation tools the company was already enjoying.

With the new app, field reps have convenient, individualized dashboards that allow them to submit transaction and performance disputes directly to the appropriate administrators. In a stark contrast to the old way of doing business, they can then track each dispute from start to finish as it progresses towards resolution.

Administrators are enjoying the benefits as well, having been enabled to address queries and make compensation corrections more rapidly. And with every action in the process logged automatically, accurate record-keeping is a given.

The app is designed with the future in mind, too – it’s ready to account for further growth and the incorporation of new business units.

Outcome

In 2017 alone, the Dispute Management app built by Optymyze allowed our client to handle more than 300,000 individual requests with a degree of speed, efficiency, and clarity that had never before been possible.

Users of the app now enjoy transparent views into their performance and the resulting compensation; that, in combination with the end-to-end audit tracking, has increased the trust, motivation, and productivity of the company’s sales reps.

Meanwhile, with a fully streamlined process to ensure that salespeople are paid correctly and in a timely manner, the company’s payroll administrators benefit from a more manageable, less stressful workload.

As a result, sales reps have more time to focus on what they do best – selling – while administrators swiftly handle overpayments and underpayments when necessary. But thanks to the app, those aren’t as necessary quite so often anymore; indeed, the company saw its payout adjustments decrease by a factor of 10 from 2016 to 2017.

With a newly energized sales force and the fully scalable processes put in place by Optymyze, this world-leading company has made its sales performance far more efficient while preparing for continued expansion – and the scope of our partnership continues to grow.

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