The Use of Data in Construction Sector Compensation
From Incentive Ambiguity to a High-Trust, Data-Driven Sales Culture
From Incentive Ambiguity to a High-Trust, Data-Driven Sales Culture
Optimizing sales performance in Latin America’s construction sector requires absolute clarity on how commercial efforts translate into business results. This project focused on overhauling and bringing full transparency to account executive commission structures, mitigating legacy friction and aligning incentive payouts directly with actual project profitability.
Pre-sales pipelines, deal negotiations, and billing milestones were unified through direct CRM and ERP integration. Analyzing this flow revealed operational friction among project delivery timelines, real cash collections in regional high-inflation environments, and variable sales payouts.
Supported by empirical evidence, a centralized Qlik Sense dashboard was built as the single source of truth, enabling commercial reps to self-audit target attainment and projected earnings in real time. The result was a traceable, high-trust ecosystem that eliminated administrative friction and accelerated commercial targets across the region.
