Plans tab of the Commissions page (address: /crm/commissions/plans), reserved for Administrators and CRM administrators.
Create a plan
- New plan, then give it a name.
- Choose the trigger:
- Signature: the order is created from the accepted quote; the basis is the order value over its commitment term;
- Invoicing: each installment issued by billing; the basis is the installment amount;
- Payment: the order is paid.
- Choose the basis: the sold amount excluding tax, or the order's actual margin (purchase, stock and time costs). While the margin is unknown, the commission is zero; a recalculation catches it up.
- Enter the base rate (in %).
- Add tiers if needed: from a given quota attainment (100 = quota reached), the rate changes. A tier above 100 is an accelerator. Attainment is that of the person's quota over the plan's quota period (month, quarter, year), on the day of the trigger.
- Add rates by product family if needed: lines of that family (sub-families included) take that rate instead of the tier rate.
- Set the validity and save.
Amounts are converted to the catalog's base currency at the trigger date. An opportunity's revenue split is respected: each rep earns their share.
Assign a plan
On the plan, Assign it to a sales rep or a CRM role, with a period. A person's plan is their personal assignment, otherwise that of one of their roles. If several assignments of the same level are current on a date, the one whose period starts latest wins; with the same start date, the one created last.
Deleting a plan that has already been used only deactivates it: past statements remain readable.
Bonuses and recalculation
- One-off bonus: an amount for a rep, with a reason; it counts in the pay month of its date.
- Recalculate: after a plan change, recalculates the commissions of a period with the current plans. Each difference becomes a new "Recalculation difference" entry in the open pay month; original entries never change.
Rules to know
- A plan that has been used keeps its rules: trigger, basis, quota period, rates, tiers, families and start date are locked. You can still change its name, description, active state and end date. To change the rules, create a new plan and reassign it.
- An order is commissioned only once per sales rep, even if their plan changes trigger (for example from signature to invoicing).
- Tiers: attainment is taken on the day of the trigger (deals won from the start of the period up to that day). A deal won later does not raise the rate of earlier deals after the fact, and a recalculation gives the same rate.
- Recalculation takes reassignments into account and creates the commissions that were missing (for example after a backdated assignment). Differences always go into the open pay month, never into a locked or paid month.
- If a rep's personal assignment points to a deactivated or expired plan, the plan of their role applies.