Corpay Uses Compensation To Unlock Conversion

April 22nd, 2024

With contributors:

Cristina De Martini , Christian Jibilian , Justin Ferguson , Frank Harris

Summary

Despite many changes to process and technology, Corpay was not seeing the conversion rate it wanted from its North America Vehicle Payments inside sales conversion team. After careful analysis, it saw an opportunity to revise compensation planning to maximize conversions. Once updated, the changes not only improved the performance of the compensation plan but also enabled Corpay to maximize the benefits from previously implemented process and technology improvements. In this case study, we describe the benefits of leveraging compensation planning to increase seller performance.

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