Business Goals
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.
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.
How NeosAlpha Helped?
After identifying the client’s business objectives, Neosalpha determined that the need could be met by creating a custom app within the client’s Salesforce org. The app would automatically calculate sales commissions and split them among the agents working on a particular opportunity without human intervention. This app could then be introduced into the client’s current order generation process.
To achieve this solution, NeosAlpha’s Salesforce consultants conducted multiple workshops to assess the client’s business rules for calculating sales commissions of agents, as well as the Salesforce objects necessary to support the calculation. The custom commission app was developed using Salesforce Apex classes.
The solution ensured that a commission record is generated automatically for the sales agents involved in the process once an order goes into the stage – ‘Contract Live’.
Commission records provided the following details & capabilities to the sales agents,
- Check their total earned commission.
- Commission policy applied for their commission.
- Payment scheduled date.
- Payable amount in instalments, if any.
- Opportunity related to the order.
- Status of their commission.
- Clawback amount.
- Date when the order went contract-live.
- Owner of commission.
- Raise a query regarding payment, if any.
- Reports and dashboard of their paid and unpaid amount by month.
Results
As a result of NeosAlpha’s custom-developed Commission App, Inenco’s sales and back-office teams experienced several key benefits, including:
- Sales agents and managers had clear visibility of the commissions, reducing the need for back-office queries and clarifications.
- The manual effort required by the back-office team to compute the commissions was eliminated.
- Commission computation was fully automated and integrated into the sales process.
- Accuracy in calculating commissions improved, including scenarios where split commissions were paid to multiple sales agents.
