Case studiesSales outsourcingOwn product
Mohan Ops
One platform to run our sales reps and show clients the work
We place remote sales reps inside client businesses. Running that on spreadsheets and chat does not scale, so we built Mohan Ops HQ: reps submit once a day, commissions run through a clear lifecycle, and each client sees their own account and nothing else.
- Client
- Mohan Ops
- Product
- Mohan Ops HQ
- Industry
- Sales outsourcing
4
workspaces: rep, manager, client, owner
6
commission plan structures supported
9
planned build stages, all shipped
The problem
A sales team you cannot see is hard to manage and hard to pay for.
Every day we need to know what each rep did, how it compares to their goal, what they have earned, and what the client should be told. On spreadsheets and chat, each answer lived somewhere different and someone stitched them together by hand.
- Daily rep numbers arrived by chat and spreadsheet, across timezones, and had to be chased
- The same figure could show up differently in two places, so nobody trusted either
- Commissions worked out by hand were slow, and a deal that fell through after payout was easy to miss
How it fits together
- Daily rep submissions
- Goals and ramp profiles
- Commission plans
- Client account view
- Payout runs
- Anomaly flags
What it does
Daily submission loop
Each rep sends in their numbers once a day from their phone, and the system handles timezones so everyone agrees on what "today" means. Cut-off times are soft, so a late submission is accepted and marked late instead of lost.
Goals and leaderboards
Metrics are measured against goals, and new reps get a ramp-up profile so they are judged fairly while they find their feet. Anomaly detection flags numbers that look wrong before anyone relies on them.
Commissions
Six plan structures are supported, and every payout moves through draft, reviewed, approved and exported. Clawbacks are handled in the system, so a deal that falls through is dealt with properly and not by memory.
Client delivery view
The client signs in and sees a report-like view of their own account, never another client and never our internal cost data. That wall is enforced at the database level, so it holds even if a screen has a mistake in it.
Inside Mohan Ops HQ
Records
Every meeting the team booked, its source, how long it has sat in stage, and the next action. Demo organisation.
Exceptions
A figure higher than that rep has ever filed is flagged for a look, not held back. Nothing is silently changed.
Metric library
Every number in the product has one definition, and every edit is a new version with the old one kept.
Pipeline
Every record and what converts to the next stage. Drag a card to move it; the commission logic follows.
Real screens from the live system. Names, figures and personal details are blurred.
The impact
Built to run our own teams, to the standard we would build for a client.
Measured items describe what was built. Projected items are our estimate, with the assumption stated, until we have measured them in day-to-day use.
What a rep, a manager and a client each get back once every number has one home.
Assumes 10 reps saving 12 minutes a day over 22 working days, plus 8 manager hours a month.
Projected figures. They are our estimate for a business of this size, with the assumptions written under each number below. We replace them with measured results as clients confirm them.
Measured
2 → 1
places a figure can live
A number used to show up in chat and in a spreadsheet, and the two could disagree. Now it is entered once and stored once.
Projected
~15 → 3 min
per rep per day on reporting
Assumes the old chat and spreadsheet update took a rep about 15 minutes a day, and a phone submission takes about 3.
Projected
~10 → 2 hrs
per month on client reports and payouts
Assumes assembling client reports and working out commissions by hand took about 10 hours a month, and reviewing what the system prepares takes about 2.
Under the hood