Case Study: United Rentals accelerates sales compensation and boosts visibility with IBM Incentive Compensation Management

Driving positive sales behaviors with increased insight into compensation

United Rentals, the world's largest equipment rental company, faced a significant challenge after a merger doubled its sales force overnight. The existing process for calculating and communicating sales commissions became a major operational bottleneck, making it difficult to motivate and manage the expanded team effectively. To address this, they turned to vendor IBM and implemented the IBM Incentive Compensation Management on Cloud solution.

This IBM solution automated all compensation calculations and streamlined approvals through automated workflows. The implementation delivered dramatic results, accelerating the monthly compensation process from one week down to just two days. Sales representatives gained near real-time visibility into their commissions, which helped motivate positive sales behaviors and cross-selling. The platform also provided United Rentals' managers with the analytical tools needed to tune compensation programs effectively to support specific business objectives.

United Rentals

Elizabeth Evans

Sales Compensation Manager