Commission Profiles

Overview

Commissions are generally used to supplement the base income of sales representatives or business development agents, and also incentivize them. In some cases, it can be the only source of income for them. The motivation behind commission is that the more money sales representatives bring in for the company, the better they get paid. It is generally a win-win situation.

Core allows you to create commission profiles for your sales team based on the service and expense offerings quoted to the prospects or clients. Click to watch this video on setting up commission profiles in Core.

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Commissions Profiles and Sales Goals work independently of each other. However, both are dependent on the opportunity amount that is won by that sales person. Sales Goals uses this opportunity amount won to calculate if the sales person met the periodic goals. On the other hand, commission is calculated for the sales person (resource) based on the primary quote associated with the opportunities won. Proposals are also used in this process if they inherit the quote amount from the quote inserted into its Proposal Builder. This quote amount is reflected in the proposal amount, which can be changed. The Commission Earned report provides the details about the commissions earned by the sales team members on every sale.  The report shows the data when opportunity is either closed on the Quote Amount or Proposal Amount, not any other amount. Core compares the quote or proposal (based on quote) line items to the commission line items and when there is a match, it fetches the data to calculate the commission earned by the sales person who is assigned to that opportunity (assuming the sales person has been assigned to the commission profile).

Commission is based on pre-tax revenue and is either before or after any discounts. Also, commission is calculated as a percentage. Core CRM allows you to categorize and manage various commission profiles.

Field Descriptions

Basic Tasks

Create Commission Profiles

View Reports

Advanced Tasks

Assign Team Members

Clone Commission Profiles

Export Commission Profiles

Apply Filters

Mark Screen as Favorite

Field Descriptions

Field Name Field Description
Commission Profiles > General >
Commission Profile Name of the commission profile.
Product It is the service or expense item (or their group) for which commission is being offered. The commission profile can be assigned to any service (activity) or non-service (expense) item being sold. If there is a match between these product items and the primary quote items associated with a won opportunity, Core calculates the commission earned by the sales team
Percent You can set up a robust commission structure by specifying a commission percentage for a product (service or expense), say 10% on the sale of CAD services.
Pre- Discount Indicates if the commission on the sale of a product (service or expense) is a pre-discount amount or a post-discount amount.
Priority You can assign a priority to each commission line item or product.
Active Indicates whether a commission profile is available to be used in the CRM.

 

Create Commission Profiles

To create a commission profile, watch this video or follow these steps:

    1. Open the Commission Profiles screen from the side menu > Sales Tools > Commission Profiles.

      commission_profiles_create1.png

    2. Click Create New on the top-right.

    3. On the Create Commission Profile dialog, enter the Profile Name (Name of the commission profile).

    4. Then click Create Profile.

    5. In the detail view, on the General tab, click Add Product and enter the required information in the top row of the grid.

      commission_profiles_create2.png

      • Product: It is the service or expense item (or their group) for which  commission is being offered. The commission profile can be assigned to any service (activity) or non-service (expense) item being sold. If there is a match between these product items and the primary quote items associated with a won opportunity, Core calculates the commission earned by the sales team

      • Percent: You can set up a robust commission structure by specifying a commission percentage for a product (service or expense), say 10% on the sale of CAD services.

      • Pre-Discount: Indicates if the commission on the sale of a product (service or expense) is a pre-discount amount or a post-discount amount.

      • Priority: You can assign a priority to each commission line item or product.

    1. Click Done. You can add more products, as needed.

    2. Next, go to the Team Members tab. Click Add Members to add individual employees or groups to the commission profile.

    3. On the Add Members dialog, select the relevant team members who are eligible for the commission profile and click Add Selected.

    4. When you have finished, click Save & Done back on the General tab.

The commission profile is saved and the commission is calculated for the sales team If there is a match between the product items here and the primary quote items associated with the opportunity won.

View Reports

To view a report:

    1. Open the Commission Profiles screen from the side menu > Sales Tools > Commission Profiles.

      commission_profiles_reports.png

    1. In the list view, click More > View Reports.

    2. Select a report from the Report List dialog. It opens in the viewer.

    3. Preview the report and then choose to export or print it.

 

Assign Team Members

You can create commission profiles and then assign them to the employees, say your sales team. The commission is calculated on the proposal amount or quote amount for the sales person who is assigned to the opportunities (assuming the sales person has been assigned to the commission profiles here).

To assign a team member, watch this video or follow these steps:

    1. Open the Commission Profiles screen from the side menu > Sales Tools > Commission Profiles.

    2. In the list view, select a commission profile on the grid and click dropdown-caret.png to select View Details.

    3. In the detail view, go to the Team Members tab and click Add Members.

      commission_profiles_assign_team.png

    4. On the Add Members dialog, select the team members or groups of employees to whom you want to assign the commission profile.

    5. Click Add Selected. The selected team members are listed in the grid.

    6. When you have finished assigning all members to the commission profile, click Save & Done on the General tab.

The commission profile is assigned to the selected members.

Clone Commission Profiles

You can clone or duplicate commission profiles to save time in creating new ones. While cloning commission profiles, the details of the source profile passes on to the cloned profile. The variations can be fine-tuned later.

To clone a commission profile, watch this video or follow these steps:

    1. Open the Commission Profiles screen from the side menu > Sales Tools > Commission Profiles.

      commission_profiles_clone.png

    2. In the list view, select a commission profile on the grid that you want to duplicate and click dropdown-caret.png to select Clone.

    3. On the Commission Profile Clone dialog, enter the Clone From and Clone To information.

    4. Click Clone.

The new profile is created. You can go into its details to edit the information, as needed.

Export Commission Profiles

In Core, you can export commission profiles to the Comma Separated Values file format. Core exports data from all available columns and not just the columns visible in the grid.

To export commission profile records to a .CSV file, watch this video or follow these steps:

    1. Open the Commission Profiles screen from the side menu > Sales Tools > Commission Profiles.

      commission_profiles_export.png

    1. In the list view, click More > Export as CSV.

    2. A .csv export file is created and saved on your system at the default download location, say your desktop. Click to open the spreadsheet.

Apply Filters

To view selective data on the grid, watch this video or follow these steps:

    1. Open the Commission Profiles screen from the side menu > Sales Tools > Commission Profiles.

      commission_profiles_filters.png

    1. In the list view, click filters-01.png on the right.

    2. On the Filters panel, select a filter from the drop-down and specify individual records or range.

    3. Click Add Filters to specify more filters.

    4. When you have finished, click Apply Filter. You can see selective data now.

    5. In the list view, you can remove the individual filters by clicking remove-01.png on each. To disable applied filters temporarily or remove all filters, click filter_icon.pngnext to the Filters icon and select Disable Filters or Clear All, respectively.

Mark Screen as Favorite

You can mark or flag the most-often used and important screens in Core as your favorites up to a maximum of ten. These favorite screens then display separately on the main menu under the Favorites list. You can manage all your favorite screens in Core from User Preferences.

To mark this screen as your favorite, watch this video or follow these steps:

    1. Open the Commission Profiles screen from the side menu > Sales Tools > Commission Profiles.

      commission_profiles_favorite.png

    1. In the list view, click favorites.png on the top-right.

    2. You can access this screen from the side menu under Favorites.

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