Automation and agility in sales incentive calculations

Challenge

The banking group employs more than 1000 sales personnel and channel partners across the region to distribute its products and services, including credit cards, personal loans, mortgage loans and wealth management. The varied and often complicated incentive calculations were done manually via Excel by the internal Finance department. The dynamic process was error prone, inefficient and often resulted in disbursal delays, thus resulting in stakeholder dissatisfaction.

Solution

The banking group uses ACTICO Decision Management Platform to automate the incentive calculation and management process. The complex calculations are automatically done in batch mode on pre-defined weekly, monthly and half yearly intervals with zero human intervention. These include:

• Various types of incentive structures, e.g. Client Referral, KPI (Key Performance Indicator) and Sales commission
• Factors such as staff service history, campaign awards, client life-time-value and wealth management
• More than 400 flow rules

The automated computation values are published in the banks’ data warehouse and in turn, facilitates timely and accurate disbursals to staff / partners. The data is also used for internal reporting & audit purposes.

Impact

• Reduction in errors and hence, faulty payments – thus, resulting in enhanced stakeholder satisfaction
• Increase in speed and efficiency of commission calculations
• Ease in changing calculation logic, resulting from new incentive structures or onboarding of new partners