The workflow

Eight steps around one payout.

Inputs, changes, checks, and the explanation sit around the calculation.

  1. 01

    Import

    Bring in commission inputs from spreadsheets, HubSpot, Salesforce, or a database.

  2. 02

    Map

    Transform source fields into the names, roles, products, and territories your plan uses.

  3. 03

    Adjust

    Record corrections, splits, exceptions, and other manual adjustments with their context.

  4. 04

    Configure

    Set up a commission plan and make changes without losing the previous version.

  5. 05

    Calculate

    Run a deterministic payout calculation from the mapped data and selected plan version.

  6. 06

    Audit

    Keep a record of what changed, who reviewed it, and why an exception was accepted.

  7. 07

    Version

    Compare plan and workflow versions so the path to a result can be reconstructed.

  8. 08

    Explain

    Give each rep a payout explanation that connects the result back to the underlying work.

The trust model

The explanation stays with the payout.

AI agents handle the repetitive steps. The payout still has a path from the inputs to the result: the plan version, the calculation, and a record of what changed.

Deterministic calculation

The same plan version and data snapshot should produce a repeatable result.

Versioned change

Plan changes and workflow edits stay visible. The previous version is still there.

Human review

Operators can inspect exceptions and approve the work before it becomes a payout.

Rep explanation

The statement shows how the payout was produced, along with the total.

Glossary

Terms used in sales commission work.

Definitions for the plan, credit, and payout language that shows up in a commission run.

Pay

Base Salary
Fixed guaranteed pay. For example: $100k.
FSE (Full Salary Equivalent)
Target compensation at 100% attainment. For example: Base 100k + Incentive 20k = 120K.
Leveraged Base Rate
Fixed salary portion of FSE. For example: 80% × $100k FSE = $80k.
OTE (On-Target Earnings)
Base + (Variable at 100% quota). For example: Base 100k + Variable 100k = 200k.
Pay Mix
Ratio of Base to Variable. For example: 50/50 = 100k base + 100k variable.
Salary + Bonus
Fixed bonus for target (not variable). For example: $20k at 100%.
Straight Commission
100% variable. For example: 0 base.
Target Incentive
Variable pay at 100% quota.
Target Variable
Variable earned at 100% quota. For example: $100k = Commission rate × Quota.
Variable Pay
Performance-based earnings. For example: Commission earnings.

Quota and attainment

2x Capped Plan
Limited upside. For example: Max 200%.
3x Uncapped Plan
High leverage, no cap. For example: 300%+ possible.
Attainment
% of quota achieved. For example: Sell $1.2M → 120%.
Cap
Maximum payout allowed. For example: Max payout = 300% quota.
Floor
Minimum payout guarantee. For example: AE earns $2k, floor = $5k, then AE gets $5k.
Quota
Performance target. For example: Sell $1M.
Rate / Accelerator
Limit on payout multiplier or accelerator tier. For example: Accelerator capped at 2× rate.
Sales capacity
The revenue a seller can produce.
Threshold
Minimum before payout starts. For example: No pay below 50%.

Rates

Accelerator
Higher rate above quota. For example: 10% up to quota, 15% after.
Commission Rate
% paid on revenue. For example: 10% of revenue.
Decelerator
Higher band pays less. For example: $50k at 4%, $100k at 2%.
Flat Bonus
Fixed payout. For example: $5k for deal.
Kicker
A lump-sum bonus paid when a threshold is hit, such as an extra $20k at 200% of quota.
Marginal
Higher rate applies only to subsequent rev. For example: First 1M at 8%, rest 12%.
Retroactive
Higher rate applies to previous rev. For example: 120% → all at 12%.
Tiered Rates
Different rates by band. For example: 0–100% = 8%, 100–150% = 12%.

Draws and guarantees

Advance Commission Payment
Commission paid before it is earned. For example: 50% commission at signature.
Draw
An advance paid against future commissions.
Non-Recoverable
Advance not repaid if under. For example: Forgiven shortfall.
Recoverable
Advance against commissions. For example: $5k/month advance.

Crediting

Certification Rule
Role qualification requirement. For example: Must hold product certification.
Commission Override
Overlay paid a % of deal revenue. For example: AE earns 8%. Overlay - 2% override.
Crediting Event
Trigger that creates commissionable credit. For example: Revenue recognition.
Crediting Rule
The logic that assigns revenue to a payee.
Crediting Splits
Revenue divided across dimensions. For example: 70% AE / 30% SE.
Eligibility Rule
Conditions to earn commission. For example: Must be active employee on invoice date.
Employment Status Rule
Requires active employment. For example: Terminated rep loses unpaid earnings.
House Account
No rep credited. For example: Strategic account.
Milestone-based overlay
Overlay paid when specific event occurs. For example: $3k at contract sign + $5k at go-live.
Non-reducing overlay
Overlay's credit doesn't reduce AE credit. For example: AE - 100% credit, overlay - 30%.
Overlay
Secondary seller gets partial credit. For example: Overlay rep gets 30% credit.
Overlay pool
Overlay is paid from a separate pool. For example: $400k pool → split among overlays.
Overlay with own quota
Overlay has independent quota. For example: Overlay quota = $5M influenced revenue.
Percent of AE commission
The overlay is paid a percent of what the AE earns.
Required Field Rule
Data validation dependency. For example: No commission if Opportunity Owner missing.
Split Credit
Revenue is split between AE and overlay. For example: AE - 70% credit, overlay - 30%.
Territory
Geographic assignment. For example: West region.

Timing

Booking
Commission paid when deal is signed.
Booking created
Paid when deal is booked in system. For example: Closed-won booking.
Booking validation
Seller recognizes the order as bookable. For example: Booking record, order record, ERP/CRM booking entry.
Cash collected
Paid when customer pays. For example: Invoice paid Net 30.
Cash collection
Paid when payment is collected.
Contract signature
Paid when contract is signed. For example: Order form executed.
Deferred payout
Paid later period.
Effective Date
Plan start date. For example: March 1.
Expansion / amendment
Existing customer increases scope, product, or volume. For example: Amendment, add-on order form, expanded SOW.
Invoice
Paid when invoice is issued.
Invoice issuance
Customer is billed. For example: Invoice, billing run record.
Invoice issued
Paid when invoice is sent. For example: Annual invoice raised.
Lag
Delay from event to pay. For example: Paid 60 days post-invoice.
Milestone
Paid when implementation stage completes.
Milestone achieved
Paid when milestone is completed. For example: Go-live accepted.
Outcome verified
Paid when result is confirmed. For example: Savings target hit.
Payment Frequency
How often you're paid. For example: Monthly / quarterly payout.
Payout trigger type
When the salesperson earns credit.
Plan Year
Active period. For example: Jan-Dec.
Proration
Partial credit for time. For example: Hired in July: quota $1m → $500k.
Ramp
Lower quota during onboarding (new hire). For example: 50% quota first 3 months.
Renewal executed
Paid when renewal closes. For example: 1-year renewal signed.
Revenue recognition
When revenue recognized.
Revenue recognized
Paid as revenue is recognized. For example: Monthly rev rec.
Staged payout
Multiple releases over time.
True-up
Reconciled later to actuals. For example: Annual true-up.
True-up / reversal
Prior credited amounts are adjusted up or down. For example: Credit memo, cancellation, comp adjustment entry.
Usage realized
Paid on actual measured usage. For example: Billed API usage.
Usage-based / consumption
Price tracks actual usage. For example: Per API call.

Adjustments

Adjustment
Manual correction. For example: Finance fixes data error.
Cash holdback
Commission stays held until the customer pays.
Chargeback
Triggered by a defined commercial event. For example: Cancel, return, non-payment.
Clawback
Triggered by policy/behavior/compliance. For example: Fraud, policy violation, misrepresentation.
Discretion Clause
Company can modify payout. For example: Plan ambiguity or Extreme deals.
Full clawback
The entire commission is reversed.
Holdback
Portion temporarily withheld. For example: 20% held 90 days.
Milestone holdback
Commission stays held until the project milestones are complete.
Overpayment
Commission paid, later found not earned. For example: $10k commission paid, deal canceled.
Partial clawback
Part of the commission is reversed.
Performance holdback
Commission stays held until the rep meets the stated conditions.
Quota Overallocation
Rep quotas > achievable market demand. For example: Total team quota: $12m, Demand: $9m.
Quota Relief
Temporary adjustment of quota. For example: Territory is split mid-year → Quota lowerd %30.
Retention holdback
Commission stays held for a set period.
Revenue holdback
Commission stays held until revenue is recognized.
Territory Alignment
Adjustment of accounts/geography/markets. For example: Northeast into NE Enterprise & NE SMB.

Special programs

Add-On
Long-term incentive. For example: Extra 2% on strategic accounts.
Gainsharing
Profit or cost-based team bonus. For example: Team shares 10% of savings.
New Account Incentives (NAI)
Bonus for opening/winning a new account.
SPIFF
Short-term incentive. For example: $1k bonus for selling new product.
Team Quota
Shared performance goal. For example: $10M regional target.

What gets credited

ARR/MRR movement
Recurring revenue delta.
Billing / invoicing
Customer is invoiced or made billable. For example: Invoice, billing run, invoice schedule.
Booking / signing
Contracted order becomes signed or bookable. For example: Signed order form, booking record, ERP order entry.
Collections
Customer cash is received. For example: Remittance, cash receipt, paid invoice.
Cross-sell
New product to current customer.
Eligible Revenue
Revenue that counts. For example: Excludes renewals.
Expansion
More value into same customer broadly.
Expansion / upsell
Existing customer increases value, volume, or scope. For example: Amendment, expanded order form, higher commit, usage growth report.
Expansion ACV
Incremental ACV on existing account.
Gross Revenue
Before any deductions. For example: Full contract value.
Net Revenue
After discounts, refunds, credits. For example: Excludes refunds.
New ACV
Newly booked annualized value.
New logo
First sale to that customer/account.
New logo acquisition
First revenue from a net-new customer. For example: First order form, new account booking, CRM new-logo flag.
Partner influenced
Partner materially helped.
Partner sourced
Partner originated.
Partner sourced / influenced
Partner creates or materially advances the deal. For example: Partner registration, referral record, attribution flag, partner note.
Product Weighting
Different rates by SKU. For example: Hardware 5%, Saas 10%.
Recognized Revenue
Revenue recorded under accounting rules.
Renewal
Extension of existing term.
Renewal / extension
Existing customer extends the contract term. For example: Renewal order form, extension amendment, renewal booking.
Renewal ACV
ACV associated with continued term.
Reversal / clawback
Prior payout or credit is reversed. For example: Comp adjustment, credit memo, cancellation record.
Services value
Non-recurring services amount.
TCV
Total contract value.
Units-Based Plan
Pay per unit. For example: $50 per device.
Upsell
Higher tier / more scope / richer package.
Usage revenue
Consumption-driven value.

Measures

Annualized booking (ACV)
Annualized value used for credit. For example: $300k / 3 years = $100k ACV | SaaS.
Backlog
Contracted revenue not yet delivered.
Booking Credit
Sales amount counted toward quota.
Bookings
Contract value credited when deal is signed. For example: $300k contract → booking recorded.
Commission
Commission attributable to the booking slice.
Commission credit
Sales amount eligible for commission.
Commission Paid
Money actually paid.
De-booking
A sale that was already recorded is removed.
Deficit Carryforward
Missed quota carried to next period. For example: Q1 $20k miss → +$20K to Q2 accelerator.
Flat fee per deal
Fixed payment for each successful referral.
One-time referral bonus
Single payment when the deal closes.
Out Year Bookings
This period contract's value after this year. For example: $300k 3-year deal → $200k out-year bookings.
Overage
Amount of performance above quota. For example: Overage = Actual Performance - Quota.
Participant
A person eligible to participate in the Plan.
PCP (Personal Compensation Plan)
Participant-specific commission schedule.
Percentage of deal value
Referrer earns a % of the partner's sale. For example: 5% of contract value.
Percentage of margin
Based on partner's profit margin.
Qualified Bookings
Bookings eligible for commission credit. For example: $100k ACV deal in rep territory.
Quota-Carrying Personnel
People responsible for hitting a quota target.
Recurring referral fee
Paid on renewals or subscription revenue.
Referral fee
Fee for introducing a sales opportunity.
Revenue-based
Credit only when revenue recognized. For example: Services companies.
TCV booking
Total contract value counted immediately. For example: Enterprise deals.

Plan documents

Amendment
Plan modification. For example: Rate updated mid-year.
Clawback support
Evidence for payout reversal. For example: Clawback calculation.
Comp Letter
Your terms (quota, territory, OTE, pay mix). For example: Your quota = $1.2M.
Credit memo
Negative billing adjustment. For example: Refund credit memo.
Effective Period
Validity timeframe. For example: 1/1/25 - 6/30/25.
Frozen Statement
Locked historical payout record. For example: Q1 payout snapshot.
Incentive Statement
Report of rep earnings under the plan. For example: Quota → Bookings →...→ Final payout.
Payout Curve
The relationship between attainment and payout.
Plan Document
Master policy (Rate tables, rules). For example: Annual Sales Plan.
Plan Governance
How a plan is approved, changed, and audited.
Plan Hierarchy
Override order. For example: If conflict: Plan > Letter > Email.
Plan Version
Specific plan instance with effective dates. For example: FY2025 Plan v1 (Jan-Jun).
Recalculation Rule
Logic for reprocessing past earnings. For example: Recompute from Jan 1.
Retro Change
Backdated plan modification. For example: Rate changed from 8% to 10%.
Traceability
Full lineage of payout. For example: Invoice → Credit → Commission → Payment.

Payments

Accrued
Recorded but unpaid. For example: Accrued in March.
Earned
Commission calculated per rules. For example: $25k earned.
FX Conversion
Exchange rate handling. For example: EUR → USD at month-end rate.
Minimum Guarantee
Guaranteed payout floor. For example: Minimum $5k/month.
Paid
Commission disbursed. For example: Paid April payroll.
Payment Currency
Currency used for payout. For example: USD.
Reconciliation State
Payment lifecycle stage. For example: Pending → Approved → Paid.

Disputes

Adjustment Type
Correction method. For example: Manual credit +$2k.
Approval Workflow
Escalation path. For example: Manager → Finance.
Dispute Case
Formal commission challenge. For example: Case #D-204.
Reason Code
Standard dispute classification. For example: Incorrect split.

Payees

AE (Account Executive)
Primary sales, owns relationships/deals. For example: AE selling SaaS to Fortune 500.
Alliance Manager
Internal owner of SI/cloud/ecosystem relationships. For example: Alliance manager on AWS co-sell win.
AM (Account Manager)
Managed relationship and account revenue. For example: Renewals, Upsell.
BDR (Business Development Rep)
Generates outbound opportunities. For example: Cold outbound prospecting.
Bid / Tender Manager
Seller/owner of formal public bids and tenders. For example: Bid manager wins agency tender.
Branch Rep / Branch Manager
Seller/manager in branch-led distribution model. For example: Branch rep sells local supply contract.
Broker / Agent
Intermediary earning on placed business. For example: Broker places financing/insurance account.
Channel Manager
Manages partner ecosystem. For example: Drives revenue via resellers.
Channel partner
Intermediates the sale.
CSM
Post-sale owner driving adoption, retention, sometimes expansion. For example: CSM earns save/adoption incentive.
Dealer Account Manager
Internal rep managing dealer channel accounts. For example: OEM dealer manager drives dealer orders.
Dealer Rep
External rep at dealer selling to end customer. For example: Medical device dealer rep closes hospital order.
Distributor Rep
External rep selling through stocked distributor route. For example: Distributor rep moves industrial product order.
Expansion Rep
Focuses on growing revenue. For example: Cross-sell.
Implementation / Delivery Seller
Seller paid on services delivery or milestone commercialization. For example: Services seller paid on signed SOW/go-live.
Independent Rep / Manufacturer’s Rep
Independent external rep covering territory/products. For example: Manufacturer’s rep wins component design-in.
Inside Sales Rep
Rep handling mid-market or high-velocity remote sales.
Line Manager
Direct supervisor assigning territories/quotas.
Marketplace / Cloud Co-sell Manager
Internal owner of marketplace/cloud route-to-market. For example: Co-sell manager paid on marketplace booking.
Marketplace / cloud partner
Deal goes through cloud marketplace or ecosystem.
Marketplace Partner
External platform/ecosystem participant in payout flow. For example: Cloud marketplace partner earns referral fee.
National Account Manager
Rep owning national/global strategic accounts. For example: NAM closes multi-site national account.
Overlay Rep / Specialist
Supports deal but does not own it. For example: Security specialist assisting AE.
Partner Rep
Seller employed by partner organization. For example: Sells your product via channel.
Referral Partner
External party paid for qualified introductions. For example: Consultant refers net-new customer.
Relationship Manager
Relationship-led seller in banking/services/strategic accounts. For example: Commercial banker grows client wallet.
Renewals Desk
Centralized team handling renewals.
Renewals Rep
Individual seller responsible for renewals.
Reseller / VAR
Sells or transacts the product.
Reseller Rep / VAR Rep
External rep selling through reseller/VAR channel. For example: VAR rep closes hardware/software bundle.
RVP (Regional VP Sales)
Oversees multiple sales teams in a region.
Sales Manager
Manages AEs and quota attainment. For example: Oversees team performance.
SDR (Sales Development Rep)
Prospects and qualifies leads. For example: Books meetings for AE.
SE (Sales Engineer)
Technical expert supporting deal. For example: Runs demos, handles technical objections.
SE Prime
Lead sales engineer.
SE Support
Supporting engineer.
Service Contract Rep
Seller focused on maintenance/service agreements. For example: Rep renews maintenance contract.
Sub-agent / local execution partner
Local external partner executing part of national/global motion. For example: Local partner services regional site rollout.
Systems Integrator Rep
SI-employed rep influencing or co-selling deal. For example: Deloitte rep shapes enterprise program.
Territory Manager
Field seller in industrial/distribution territory. For example: Territory manager expands plant account.
Territory Rep
A rep responsible for an account territory.

Records

Opportunity
CRM sales object. For example: Opp #8472 worth $500k.
Order / Contract
Executed agreement. For example: 3-year SaaS contract.
Plan Assignment
Rep linked to plan version. For example: AE → FY2025 Plan v2.
Product / SKU
Commissionable item. For example: SKU-SaaS-PRO.

Before a demo

See whether it fits your current process.

The public checkup uses synthetic inputs and does not connect to your systems. A demo can cover product scope, integration depth, and a redacted or parallel evaluation path.

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