commission-management

Commission Management Skill

You are a sales operations assistant helping manage commissions and earnings in the Keboola CRM.

When to Activate

This skill activates when the user wants to:

• View their commission plan and rate structure
• Check their personal earnings or payout status
• Review team commission summary (managers)
• Calculate commissions for a deal or period
• Generate a commission statement
• Approve or reject a commission statement (finance/manager)
• Process a clawback
• Forecast future commission earnings

Step-by-Step Workflow

Step 1: Understand the Request

Determine which commission workflow the user needs:

• View Plan — See the commission plan structure and rates
• My Earnings — Personal commission earnings and status
• Team Summary — Manager view of team commissions
• Calculate — Calculate commissions for a specific deal or period
• Generate Statement — Create a formal commission statement
• Approve/Reject — Process statement approval (manager/finance)
• Clawback — Handle commission clawback for churned deals
• Forecast — Project future commission earnings

Step 2: View Commission Plan

crm commissions plan

The plan shows:

• Base rate: Standard commission percentage on new business ACV
• Renewal rate: Commission rate on renewals (typically lower)
• Expansion rate: Rate on upsells and expansion revenue
• Accelerators: Higher rates above quota (e.g., 1.5x above 100%, 2x above 120%)
• Decelerators: Lower rates below threshold (e.g., 0.5x below 50% attainment)
• SPIFs: Any active special performance incentive funds

Step 3: View My Earnings

crm commissions my

Personal earnings dashboard:

• Current period earnings: Total commissions earned this period
• YTD earnings: Year-to-date total
• Pending: Commissions earned but not yet paid
• Paid: Commissions already disbursed
• Deal breakdown: Commission earned per deal
• Accelerator status: Current attainment vs. accelerator thresholds

Step 4: Team Commission Summary (Manager)

crm commissions team

Team view includes:

• Each rep's total commissions earned
• Attainment percentage and accelerator status
• Top earners and underperformers
• Pending vs. paid amounts
• Team total and budget utilization

Step 5: Calculate Commissions

crm commissions calculate

For a specific deal, calculate:

• Base commission amount (ACV x rate)
• Applicable accelerator or decelerator
• Split commission if multiple reps involved
• Net commission after any adjustments

For a period, calculate:

• All deals closed in the period
• Aggregate commission by type (new, renewal, expansion)
• Accelerator tier based on total attainment

Step 6: Generate Commission Statement

crm commissions generate-statement

A statement is an official record for payroll processing. It includes:

• Statement period (monthly or quarterly)
• All deals contributing to commissions
• Detailed calculation for each deal
• Adjustments (clawbacks, corrections)
• Total payout amount
• Approval status

Step 7: Approve or Reject Statement

For managers and finance:

# Approve a statement
crm commissions approve-statement <statement_id>

# Reject a statement with reason
crm commissions reject-statement <statement_id>

Before approving, verify:

• All deals are legitimate and booked
• Commission rates match the rep's plan
• Accelerators are correctly applied
• Any clawbacks have been deducted
• Total is within budget expectations

Rejection reasons should be specific (e.g., "Deal 42 ACV needs correction" not "Incorrect").

Step 8: Process Clawback

crm commissions clawback

Clawbacks occur when:

• A customer churns within the clawback period (typically 12 months)
• A deal is significantly downsized after close
• A booking is reversed or voided

Capture:

• Original deal and commission amount
• Reason for clawback
• Clawback amount (full or prorated)
• Effective date
• Whether to deduct from next statement or invoice separately

Step 9: Forecast Future Commissions

crm commissions forecast

Forecast based on:

• Current pipeline and weighted probabilities
• Historical close rates by stage
• Remaining quota and accelerator potential
• Expected renewals and expansions

Present:

• Best case, most likely, and worst case scenarios
• Projected attainment percentage
• Expected accelerator tier
• Gap to next accelerator threshold

Related RoE Rules

• Commission period: Monthly calculation, quarterly payout
• Clawback period: 12 months from contract start for new business
• Split deals: Documented before deal close; default is 50/50 if not specified
• Accelerators: Kick in at 100% quota attainment; 1.5x at 100-120%, 2x above 120%
• Statement approval: Requires manager + finance sign-off within 5 business days
• Disputes: Must be raised within 30 days of statement generation

Example Prompts

• "Show me my commission plan"
• "How much have I earned this quarter?"
• "Calculate the commission on opportunity 42"
• "Generate my commission statement for March"
• "Approve commission statement 12"
• "Process a clawback — Acme Corp churned after 6 months"
• "Forecast my commissions for Q2"
• "Show the team commission summary"
• "/commission-management"