Weave Success Story

Summary

Since implementing Spiff, Weave has been able to boost productivity by drastically cutting the amount of time they were spending on commission management. This increase in productivity, paired with increased visibility and accuracy, has also been a key driver of improved trust across the organization.

Key Results

• Decreased time spent managing commissions from two weeks to two days (~80%)
• Increased transparency across the entire team
• Increased the accuracy of commission statements
• Decreased the number of disputes they’d been seeing
• Real-time visibility improved rep performance

The Challenge

The team at Weave were struggling to maintain productivity due to the time they were spending on commission management, the lack of transparency their existing set up afforded reps, and an increasing number of inaccuracies throughout the entire commission process.

We reached out to Weave’s finance team and got introduced to Josh Lawson, Corporate Controller, and Jordan Thompson, who is Director of Financial Reporting. They were immediately interested in talking to us because their reps were hungry for transparency and visibility into commissions. Weave cares a lot about building the right kind of sales culture. The company’s culture hinges on messages of empowerment and transparency.

Weave is well-known for referring to the people who work at Weave as “people not employees.” They wanted this same culture in sales. To achieve it, they wanted reps to feel empowered to control their earning through better visibility and understanding of the key drivers of commissions.

They were also growing so quickly that the manual labor of commissions was starting to pile up. One key area of concern that surfaced early on in our conversations was clawbacks. This was a time-intensive and error-prone process and the reps hated it. On the other hand, the finance team felt that clawbacks were an absolutely necessary part of the commission plan because they protected the company against unprofitable deals. They also wanted to enforce good selling behavior in their reps.

The team was also extremely aware of the downside of trying to scale their commissions out in Excel: errors, single point of failure if the person who understood the model left the company or was out sick, updating the Excel, lack of transparency, etc.

The Solution

Spiff was able to automate much of the manual work Weave was doing, improve visibility into commissions with real-time access to data, and increase the accuracy of commission statements.

During implementation Weave and Spiff worked together to clean up data structures in Salesforce so that the automation would scale well as the plans continue to evolve.

After implementing Spiff, Weave decreased the amount of time spent working on commissions by 80%. The finance team saw a decrease in disputes. Spiff helped build a much stronger relationship between finance and sales. Reps pushed harder after implementing Spiff because they finally had complete, real-time transparency into their commissions.

The Results

Not only did Weave improve performance by automating their commission management process, but they also influenced our product roadmap here at Spiff.

After Weave had been on the system for about a month, we scheduled a training and Q&A session between Spiff and the sales team. At the conclusion of the training, we received some amazing feedback. 

The reps asked for a mobile app which inspired us to build an iOS and Android app that our users now login to an average of 3X / week. They also asked if we could display commissions more frequently than daily, and Spiff now is real time and the fastest commissions platform on the market. 

Before leaving, the reps gave us an unprompted standing ovation and started hitting tables and chanting “Spiff, Spiff, Spiff, Spiff!”. That training session has become one of the most important stories at Spiff because it epitomizes why we started the company in the first place.