United Rentals

 

DRIVING POSITIVE SALES BEHAVIOURS WITH
INCREASED INSIGHT INTO COMPENSATION

 

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"Varicent ICM gives our sales reps more visibility, presents reports in a cleaner format, and is much easier to use than our previous system. Overall, it has been a marvelous solution."

 

 

Elizabeth Evans

Sales Compensation Manager, United Rentals.

Challenge

 

After a recent merger, United Rentals suddenly found their sales organization doubling in size, making it challenging to conduct manual calculations of sales commissions. They needed a new approach and wanted to adopt a scalable solution to streamline and automate their compensation processes while giving sales reps greater visibility.



Case Study Snapshot

 

Solution: Incentive Compensation

  • Accelerates the monthly compensation process from 1 week to 2 days
  • Reduces by turning compensation programs to support sales objectives
  • Increases showing reps how sales behavior contributes to compensation

 

 

Solution

 

Varicent enables United Rentals to automate calculations, manage adjustments and approvals, build models, view performance and trends so they can continuously improve the effectiveness of their compensation programs.

Varicent Incentive Compensation Management (ICM) removes friction from the compensation process, accelerates the ability to make plan changes and adopt new strategies, and enables new insights to outdo previous performance.



Results

 

United Rentals saw rapid adoption across all levels of the organization. Frontline sales reps can access Varicent at any time to track their commissions, analyze their sales performance, and find answers about specific invoices. Meanwhile, senior account managers use Varicent's insights to guide their national sales approach.

"Our reps love viewing their figures in real-time," said Elizabeth, "But best of all, we now have a compensation platform that will scale with our salesforce as the business grows."

• Accelerates the monthly compensation process from 1 week to 2 days

• Reduces by turning compensation programs to support sales objectives ​

• Increases showing reps how sales behavior contributes to compensation



About

 

United Rentals, Inc. is the largest equipment rental company in the world. The company has an integrated network of 1,172 rental locations in North America and 11 in Europe. The company’s approximately 18,900 employees serve construction and industrial customers, utilities, municipalities, homeowners and others.

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Industry
 
Manufacturing

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Size
 
Enterprise​ (6,000+ employees)​

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Geography
 
North America

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Solution
 
Varicent ICM
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