From Spreadsheets to Instant Insights: How Consolidated Communications Boosted Seller Confidence and Productivity

As one of the top ten fiber providers in the United States, Consolidated Communications serves consumers, businesses, and enterprise customers with a wide range of communication products. But as the company’s sales team grew and incentive plans became more complex, spreadsheets could no longer keep up.

The team needed two things: transparency for sellers and accuracy for leadership. They wanted every seller to see their pay and performance data in real time, and a system that could track productivity and KPIs without manual effort.

That’s when Consolidated Communications turned to Varicent Incentives. The automated workflow brought new efficiency, accuracy, and visibility across the sales organization. Sellers now log in each morning to see exactly where they stand — from pay and quota progress to performance metrics — all in one place.

“We were able to instill confidence and trust with the salespeople when they could see their statement every day,” says Pam Lehrke, of Consolidated Communications. “They weren’t waiting for calculations at the end of the month — they knew instantly.”

With real-time data, the company can also evaluate compensation effectiveness, measure payout accuracy, and identify which partners deliver the highest value. The result: fewer disputes, faster decisions, and a sales organization that runs with confidence.

Watch the story below to see how Consolidated Communications transformed visibility and trust with Varicent Incentives.