80% Improved Commission Tracking With Territory Management: How T.D. Rooke Transformed Sales Operations with HIC
100%
Improvement in Commission tracking and calculation.
80%
Simplified reporting with a solution developed to show Opportunity Split data back onto the parent Opportunity record.
75%
Simplified reporting with a solution developed to show Opportunity Split data back onto the parent Opportunity record.
Overview
From scattered records to a single automated flow
What You Need To Know
The commission tracking was not clear, and sales reps can feel unsure about whether they are getting proper credit. Commissions were calculated manually, leading to errors and time consumption process. Also needed a solution that automatically assigns territory based on the existing account owner.
Why It Matters
T.D. Rooke was struggling with complicated commission splits and the territory reporting process, making it difficult to calculate commissions. This was leading to an inefficient business model of splitting revenue credit and commission among sales teams and partners.
What HIC Did
HIC improved their Salesforce setup by enabling territory management, activating opportunity splits, and automating commission calculations. We also resolved data migration issues and created simple reports so everyone could see the right numbers in real time.
Challenges Faced
Bottlenecks slowing every hand-off
Complex Sales Credit Allocation
Using the standard Salesforce setup that did not support their requirement of splitting revenue credit and commissions.
No Clear Territory Structure
Struggling to manage, track, and assign territory based on user role. Looking for a solution to automatically assign the territories.
Commission Calculations Took Extra Effort
Before, they were manually calculating commissions, leading to extra effort and errors.
Data Migration Issues
Data Migration Issues
Because of automatic changes in Salesforce Account IDs, they were struggling to import legacy data and required manual mapping with data validation.
About the Company
T.D. Rooke Associates Limited has been around since 1976. They help businesses find the right process equipment for their operations. Over the years, they have worked with industries like chemical, pharmaceutical, food & beverage, petrochemical, and water treatment.
Share
Solutions Offered by HIC
One pipeline, from record discovery to secure delivery
Territory Management Setup
Set up Salesforce territory management for smooth tracking and reporting, and to align with their existing business model.
Opportunity Teams & Revenue Splits
HIC enabled the ability to split revenue and commissions properly between multiple contributors on a deal.
Custom Commission Field & Automation
Automated the entire process of commission calculator and display by adding a custom field for Revenue Commission on the Opportunity Split object.
Clear Reports & Dashboards
We built simple reports and dashboards so both sales reps and leadership could clearly see split revenue and estimated commissions.
Data Migration Fix
We solved the Account ID mapping issue during data import and made sure everything was tested properly before going live.
India 
USA
UK
Canada