A day and a half, every month, for the sales director
Commission at Talentech was a ritual: export from HubSpot, work out the MRR on every deal, apply the rate, check it twice, send it to payroll. It took the sales director about a day and a half each month, and it was the day and a half the team most needed him for coaching.
The plan itself was simple and good: one commission rate on the MRR a rep brings in. On paper it should have changed how the team sold.
“I knew the spreadsheet better than anyone, which is exactly why it was my day and a half.”
Jesper Schoelzer, Sales Director, Talentech
But a rate nobody can see does not change anything
Because reps only met the result at payroll, the rate never steered a decision. Nobody optimises for MRR they cannot see adding up. The team sold the way they always had, and the plan quietly paid out for whatever happened to close.
So a plan built to be clear was doing the least work. The spreadsheet was expensive twice: in the director’s hours, and in a rate that never changed a single decision.
“After years of calculating commission, it has never been easier than with Prowi.”
Jesper Schoelzer, Sales Director
So the plan was moved onto live HubSpot data
Talentech sells across the Nordics from one HubSpot portal, in DKK. In Prowi the plan is the same rate on the same MRR, read straight from the deal the second it closes, with each rep’s target beside it.
The director’s monthly job went from calculating to checking. Roughly 10 hours a month came back, and went to the team.
And the reps closed their own shadow books
Before Prowi, every rep kept a shadow account: a private sheet of their deals and what each should pay, so they could check the payslip when it finally came. Nobody asked them to. They did it because the number arrived six weeks late and nobody could trace it.
Those sheets are gone. The app shows each rep the MRR they have closed and what it pays, the day the deal closes, and at period end they confirm the statement in Prowi’s approval flow instead of auditing it afterwards. Commission stopped being something to check and became something to chase: a deal lands, the number moves, and the next call is easier to make.
“I used to keep my own spreadsheet to check my commission. Now I approve my statement in the app, and I love it when Prowi sends a notification with what I earned on a deal. It is seriously motivating.”