From Excel to real-time commissions: Sofia’s transformation with Remuner

About Sofía

Sofía is a healthtech company that offers a comprehensive health insurance solution, combining major medical expenses, minor expenses, and preventive care within a single policy. Through its technology platform, policyholders can manage their insurance and all health-related aspects from one app.

As the company grew and expanded its sales team, commission management became a critical process. The complexity of their compensation plans and the operational burden of manual calculations began to impact both internal productivity and sales team motivation.

With Remuner, Sofia automated commission calculations, eliminated manual errors, and provided real-time visibility to its sales team—turning an administrative process into a driver of motivation and efficiency.

Industry: Healthtech / Insurance
Company Size: Mid-sized (51-200 employees)
Location: Mexico
Main Improvement Areas:

• Automate commission calculations
• Manage complex compensation structures
• Reduce manual errors
• Increase visibility and transparency for the sales team
• Improve sales motivation and productivity

Integration: Hubspot, PostgreSQL and Excel

The Challenge

Before implementing Remuner, Sofia calculated commissions using a traditional process based on Excel and Google Sheets. While common in many companies, this approach quickly became a bottleneck in an environment with multiple sales roles and different compensation rules.

Sofia’s sales team includes a wide range of roles, each with specific commission structures. This required individual calculations, constant manual adjustments, and many hours spent on administrative work.

“Before Remuner, we had a very traditional process. We calculated commissions in Excel or Google Sheets, and it took too much time for both the sales and finance teams” said Irving Ramírez, Head of Sales at Sofia.

¡Download our latest reports about Sales Directors!

Discover Sales Leaders main concerns when defining commissions and variable remuneration.

• How do we ensure that the goals of sales teams align with those of the company?
• What tools are needed to monitor teams perfomance?
• How can we maintain high levels of motivation?

Download Report Download Report

This process created several issues:

• Frequent manual calculation errors
• Unnecessary discussions about commission accuracy
• Limited visibility and transparency for sales reps
• Frustration when commissions did not match expectations

Additionally, Sofia’s commission model is inherently complex. As a health insurance company, commissions are recurring and difficult to calculate, making the process hard to understand—and even harder to scale.

Before Using Remuner

For months, the team dealt with recurring manual errors. Commission calculations required constant reviews, rework, and a high administrative workload.

“We went through a period of two or three months with constant manual errors, mainly because our commission scheme is not simple” highlighted Irving Ramírez.

This directly affected team productivity and created internal friction. Sales reps had to wait for issues to be resolved to know their real commissions, while leadership spent valuable time reviewing individual cases.

After using Remuner

Faced with this challenge, Sofia evaluated several tools on the market. However, the first options they tried did not adapt to the complexity of their business model. When they found Remuner, the impact was immediate.

Irving Ramírez pointed that “From day one, it worked. It was exactly what we were looking for: a tool that centralized everything and gave much more visibility to sales reps.”

With Remuner, Sofia moved from a fragmented, manual process to a centralized and automated model. Today, sales reps can log into the platform and see their accumulated commissions in real time, track progress throughout the month, and even run projections based on their sales forecast.

“They can log in at any time and see their commissions up to date. They can even project how much they would earn if they close more deals before the end of the month”, Irving added.

Implementation

The Remuner implementation process was fast and efficient. From day one, the team connected Remuner to Sofia’s CRM, HubSpot, and their PostgreSQL database. Despite the complexity of the commission structure, the Remuner team fully understood and configured it in just two to three days.

Irving Ramírez said that “Our commission scheme is difficult to understand at first glance, but in two or three days it was fully configured and running automatically”. From that point on, commission calculations became fully automated and error-free.

Impact on the sales team: key results

Adopting Remuner had a direct impact on Sofia Salud’s daily operations:

• Significant time savings for both sales and finance teams
• Elimination of manual commission calculation errors
• Full visibility and transparency for the sales team
• Higher motivation by clearly understanding how commissions are calculated
• Increased trust between sales and finance

As part of that impact Ramírez added that “Remuner removed a huge administrative burden and allowed us to focus on what really creates value for the business”.

Remuner is now part of Sofia’s daily sales workflow. Some reps check the platform every day to see how their accounts affect commissions, while others review it weekly. This constant visibility has reduced questions, manual reviews, and time spent resolving individual cases.

“Sales reps are confident that Remuner is calculating everything correctly and in real time”- Irving Ramírez

Why Remuner matters to Sofía

Today, Remuner is a key technology partner for Sofia’s commission management. The platform brings structure, transparency, and trust to both the sales and finance teams. When people trust how their performance is measured and how they are paid, productivity and performance naturally improve.

“Remuner is our technology partner for commission calculations. It’s a total time saver”— Irving Ramírez, Head of Sales at Sofia.