PagesJaunes achieves success with new quota-based sales compensation scheme

Following the transformation of PagesJaunes from a print-based company to a mainly digital and online-based advertising business, in 2014 the organisation introduced a new compensation scheme to incentivise its sales representatives to sell its full portfolio of products and services. The scheme has four main objectives – revenue, number of customers, quality and a product specific target – and reps can earn up to 60% of their fixed income in additional compensation if they achieve their personal targets. According to Mathieu Nuée, Head of Compensation Solution, the key to the scheme is its transparency – sales people can see full details of all their orders within the system, explore how their compensation payments are calculated and even forecast their potential payments for the rest of the year using a sophisticated simulation module within the compensation software.


Researched and written by

  • Organisation profile
  • Who E-reward interviewed
  • A digital transformation
  • A new commercial strategy
  • Sales organisation
  • A new compensation solution
  • Compensation example
  • Objectives: Revenue and Distinct customers
  • Objectives: Quality
  • Objectives: Specific product sales
  • HR now owns the process
  • Launching the new scheme
  • Ongoing communications
  • Three payments a year
  • A transparent system
  • Simulating future performance
  • Positive outcomes
  • Lessons learnt
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