Scaling Performance with full commission transparency
+15% sales performance
after adopting Dolfin as a sales commission solution.
90% actively using
The app has turned into their daily routine, not something they check once a month.
10 days per month saved
simply by streamlining the sales commission process
All data synced
The company keeps growing. No manual work.
The Heroes
Pushing Performance while brokers fly “blind”
At Engel & Völkers commissions are not a side process they are at the core of how the business operates. But the way they were managed created friction across every layer of the organization.
A system that calculated but didn’t explain
Commissions were handled in SAP, where all the rules were defined and processed.
The system did its job in terms of calculation, but it wasn’t built for transparency or day-to-day usage by agents. Access was limited, updates were slow, and any change required technical work.
So while the numbers were technically correct, they weren’t useful in practice.
Agents would receive their commission statements once a month, often with limited context. From their perspective, the result felt disconnected from the effort they had put in throughout the month.
Finance became the default source of truth
Because agents couldn’t easily access or understand their data, they turned to the only people who could: finance.
Over time, this created a constant flow of questions:
- Has this deal been counted yet?
- Why is this commission lower than expected?
- Which tier am I currently in?
These weren’t edge cases — they were daily questions.
Instead of focusing on improving processes, the finance team was spending a significant amount of time repeating explanations and checking individual cases. The system wasn’t scaling with the business, and the pressure was building.
A full month without feedback
One of the biggest issues was timing.
Commissions were calculated once per month, which meant that for most of the time, agents had no clear idea of where they stood.
In a performance-driven environment, this created a disconnect:
- Effort happened daily
- Feedback came 30 days later
To compensate, many agents started building their own tracking systems in Excel. They would pause their selling activities just to reconcile numbers, double-check deals, and estimate their earnings.
It wasn’t just inefficient — it was taking focus away from what actually drives revenue.
Growth made the problem worse
As the company scaled, the complexity increased.
Different teams had different incentive structures. Some were based on sales, others on customer satisfaction or operational metrics. Each team handled this in its own way, often relying on spreadsheets or isolated processes.
There was no single place to understand how performance translated into pay across the company.
Turning Commissions into a Daily Tool
Engel & Völkers Iberia didn’t just want to fix inefficiencies.They wanted to change how people interacted with incentives entirely.
From Pilot to Full Rollout
Agents immediately engaged with the platform. They checked their numbers more often, asked fewer questions, and started paying closer attention to how their actions impacted their earnings.
At the same time, integrations were set up with SAP and Personio to ensure that all data - from invoices to HR changes - flowed automatically into the system. This meant that as the company grew, the system could keep up without adding more manual work.
Making performance visible every day
Instead of waiting for results at the end of the month, agents could adjust their behavior in real time. Small decisions — following up on a deal, pushing one more conversation — became easier to make when the impact was immediately visible.
Adding a layer of motivation
Visibility alone was powerful, but Engel & Völkers Iberia went a step further.
With Dolfin, they introduced automated notifications that guide agents throughout the month.
A new way to manage performance
Directors started using Dolfin in their one-on-one meetings, using real-time data to guide conversations. Instead of reviewing past results, they could focus on what to do next.
At the same time, finance moved away from reactive work. With a single, reliable system in place, they could trust the numbers and focus on higher-value tasks.
A System That Scales With the Business
Saving 10 days per month
The finance team saved around 10 days per month, simply by streamlining the sales commission process and providing agents full clarity on their payouts - eliminating all inquiries that reached them previously.
90% actively using the platform
More than 900 people are now connected, with 90% actively using the platform every week. The app has turned into their daily routine, not something they check once a month.
The Bigger Shift
What changed at Engel & Völkers Iberia wasn’t the incentive plan itself. It was how people experience it. Before, incentives were something you discovered at the end of the month or quarter. Now, they are something you interact with every day. And that difference - visibility, clarity, and timing - is what turned incentives into a real performance driver across the company.
Don’t miss these success stories
"With Dolfin we have managed to increase the impact that commissions have on the motivation of our teams and save dozens of hours each month in managing the process for admins."
"With Dolfin, we scaled revenue operations without adding headcount, built trust at scale by giving reps real-time visibility into commissions, and motivated performance by finally making the carrot visible."
"We have seen a significant increase in agent satisfaction, with an adoption rate of 80% MAU. Our team now has real-time access to goal achievement, which has elevated their motivation and performance"
"In a year where we rolled out seven different tools, Dolfin was by far the best implementation experience. It turned a high-stress monthly task into a process characterized by total calm and confidence for both our admins and our reps."
"Dolfin gave us the visibility and control we were missing across our mortgage advisor sales compensation. What used to take days of manual work is now automated, transparent, and scalable - allowing our teams to focus on performance instead of admin work"
