The Commission Plans screen is where you design and manage the compensation structures that govern how your sales team gets paid. Define commission rates, tiered structures, bonuses, territory assignments, and more. A well-designed commission plan aligns your team’s incentives with your business goals — and this screen makes it easy to get it right.
Getting There
Navigate to Operations → Sales → Commission Plans in the left sidebar.
Key Features
Plan List
See all your commission plans in a clean list view. Each plan shows its name, status, number of assigned employees, and key rate information. Plans can be active, draft, or archived.
Plan Builder
Create new plans or edit existing ones with the plan builder dialog. Define the plan name, effective dates, commission rates for different transaction types, and bonus structures.
Attribute Editor
Add commission attributes — like tiered rate structures, quota accelerators, or product-specific modifiers — that make your plans more sophisticated. Attributes let you model complex compensation scenarios without manual calculations.
Employee Assignments
Assign employees to commission plans. Each assignment includes effective dates, quota targets, and optionally territory or industry restrictions. You can see all assignments at a glance and make changes as team structure evolves.
Territory Management
Define sales territories and assign them to plan holders. Territories can be geography-based, account-based, or industry-based. This controls which transactions are included in each rep’s commission calculations.
Document Generation
Generate formal commission plan documents (PDFs) for employee signatures. These documents can include all plan details, rates, territories, and quotas — creating a clear employment record.
Aggregated Quotas
For manager-level plans, configure aggregated quotas that roll up from the individual plans of their team members. This ensures managers are incentivized based on team performance.
Step-by-Step: Creating a Commission Plan
- Create the plan — Click add and fill in the plan name, effective dates, and description.
- Set commission rates — Define rates for new business, renewals, and any other transaction types.
- Add attributes — Configure any tiered rates, accelerators, or bonuses.
- Define territories — If applicable, set up territory restrictions for the plan.
- Assign employees — Add team members to the plan with their specific quotas and effective dates.
- Generate documents — Create formal plan documents for employee review and signature.
- Activate the plan — Once everything is in order, activate the plan so it’s used in commission calculations.
💡 Tips & Best Practices
- Keep plans simple — Complex plans are hard to understand and harder to calculate. Aim for clarity.
- Use effective dates — When changing plans mid-year, use effective dates rather than modifying active plans. This preserves history.
- Get sign-off — Always generate and get signatures on plan documents before the plan period begins.
- Test calculations — Before activating a new plan, run test calculations to ensure the math works as expected.
Frequently Asked Questions
Can a rep be on multiple commission plans?
Each rep is typically assigned to one active plan at a time. If their role changes, you can create a new assignment with updated effective dates.
How do I handle mid-year plan changes?
Create a new plan (or new assignment with updated terms) using effective dates. The old plan remains in effect for prior periods, and the new plan applies going forward.
What are commission attributes?
Attributes are modifiers that adjust commission calculations based on specific conditions — like tiered rates based on attainment percentage, product-specific bonuses, or industry multipliers.
Related Articles
- Commissions — Run commission calculations
- Quotas — Set and track quotas
- Calculate Manager Commissions — Manager compensation