Challenge

After a recent merger, United Rentals suddenly found their sales organization doubling in size, making it challenging to conduct manual calculations of sales commissions. They needed a new approach and wanted to adopt a scalable solution to streamline and automate their compensation processes while giving sales reps greater visibility.

Case Study Snapshot

Solutions: Incentives  

• Accelerates the monthly compensation process from 1 week to 2 days
• Reduces by turning compensation programs to support sales objectives
• Increases showing reps how sales behavior contributes to compensation

Solution

Varicent enables United Rentals to automate calculations, manage adjustments and approvals, build models, view performance and trends so they can continuously improve the effectiveness of their compensation programs.

Varicent Incentives removes friction from the compensation process, accelerates the ability to make plan changes and adopt new strategies, and enables new insights to outdo previous performance.

Results

United Rentals saw rapid adoption across all levels of the organization. Frontline sales reps can access Varicent at any time to track their commissions, analyze their sales performance, and find answers about specific invoices. Meanwhile, senior account managers use Varicent's insights to guide their national sales approach.

"Our reps love viewing their figures in real-time," said Elizabeth, "But best of all, we now have a compensation platform that will scale with our salesforce as the business grows."

• Accelerates the monthly compensation process from 1 week to 2 days
• Reduces by turning compensation programs to support sales objectives
• Increases showing reps how sales behavior contributes to compensation

About

United Rentals, Inc. is the largest equipment rental company in the world. The company has an integrated network of 1,172 rental locations in North America and 11 in Europe. The company’s approximately 18,900 employees serve construction and industrial customers, utilities, municipalities, homeowners and others.

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