Reengineering Sales Commission Management with
Salesforce
Client Overview
Our client Inenco has over 50 years of consultancy experience working in energy and utilities management, responding to the changing needs of organizations across sectors from manufacturing to hospitality and retail to logistics. They have the expertise and insight to help successfully control costs, improve margins, achieve regulatory compliance and protect operational resilience. They help their customers make the right procurement decisions, better manage the complex process of utility billing, provide data and insight that improves operational and financial performance and provide expert consultancy that optimises consumption.
Business Objective
Inenco has attributed a significant portion of their continuously growing success to their extensive sales team. However, their back office team faced challenges in managing the sales commissions for agents due to the lack of automation in their Salesforce CRM. This resulted in a high error rate and inconsistencies in calculating commissions, as the team had to manually process a lot of paperwork. As a solution, Inenco sought to transform their internal process of managing sales commissions.
Industry
Energy and Utilities
Platform
Salesforce
Service
Development
Challenges
Manual Commission Calculations
Back-office teams had to compute sales commissions manually, leading to high effort and inefficiency.
Inconsistent Payouts
Lack of automation caused errors and inconsistencies in commission calculations for sales agents.
Limited Visibility for Sales Teams
Agents and managers struggled to track earned commissions, payment schedules, and order-related details.
Complex Split Commissions
Scenarios involving multiple agents per opportunity increased complexity and the risk of mistakes.
Transform your sales operations with custom Salesforce solutions that eliminate manual errors and boost team efficiency.
Contact Our ExpertsSolutions
Custom Salesforce Commission App
Developed a robust Salesforce Apex-based app to automatically calculate, manage, and split sales commissions among agents without manual intervention.
Seamless Integration into Sales Process
Commission records are generated automatically when an order reaches the ‘Contract Live’ stage, ensuring smooth workflow and real-time updates.
Limited Visibility for Sales Teams
Sales agents can track total earned commissions, applied policies, scheduled payments, opportunity details, and raise queries through intuitive dashboards.
Complex Split Commissions
Scenarios involving multiple agents per opportunity increased complexity and the risk of mistakes.
Our first experience working with leading cloud solutions has been a positive one thanks to the strategic navigation and support of NeosAlpha. Their detailed knowledge of the platforms and attention to our organizations requirements helped us design and deliver solutions into every part of the business. NeosAlpha were always flexible, accommodating our evolving needs as our strategy refined and developed over time. NeosAlpha comes with my highest recommendation, a talented organization with the capability to drive success, whatever your business problem.
Results
Clear Commission Visibility
Sales agents and managers had full transparency, reducing back-office queries and clarifications.
Eliminated Manual Effort
Back-office teams no longer needed to compute commissions manually, saving time and effort.
Automated Commission Processing
Commission calculation became fully automated and integrated into the sales workflow.
Calculation Accuracy
Accurate commission computation, even for complex scenarios with multiple agents and split payouts.
Technology Stack
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