CRM & Sales · Module
Commissions & Incentives
Explained commission statements from real credit events, with disputes and payouts
Commissions & Incentives calculates, explains and pays sales commissions from won deals, paid invoices and collections. It handles quotas, statements, disputes and approved payouts to Payroll or Payables. It can also be bought standalone.
Pay people correctly, and show why
Commission disputes usually come from maths nobody can see. This module, planned for Year 2 (Wave 3), calculates commissions from real credit events and explains each line.
Plans and quotas
The plan builder supports monthly, quarterly and annual periods, participants, rate tables, tiers, accelerators and decelerators, caps, thresholds, recoverable and non-recoverable draws and SPIFs, all effective-dated and versioned. Quotas are set per participant, team or territory, with ramped quotas for new hires and quota relief for territory changes.
Credits and calculation
Credit rules fire on deal won, invoice issued, invoice paid or collection received, by amount, margin, product category or new versus renewal, crediting the owner, team, overlay or manager roll-up. Splits between reps and overlays need approval. The calculation engine is deterministic and re-runnable per period with an input snapshot. Recalculation creates adjustments and never silently overwrites.
Statements, disputes and payouts
Each participant's statement shows every credit, the rule applied, rate or tier, attainment, adjustments and payout. The plain-language explanation is generated from the rule trace, not written freely by AI. Participants raise disputes on a line with evidence; resolution creates an adjustment within an SLA. At period close, a commission approver who is not the preparer approves payouts as an R4 Action, and payout lines go to Payroll for employees or Payables for partners. No AI holds this approval.
Standalone and agents
As a standalone module, it can import deals, invoices and payments from an external CRM or ERP by CSV or API with reconciliation. Plan rules can define how deals sourced or progressed by rented agents are credited.
Wave 4
Planned next: clawbacks on cancellation, refund or non-payment; a plan-document-to-rules compiler with clause citations and back-testing; what-if simulation for reps and admins; accruals for finance; plan acceptance with e-sign; partner commissions from PRM; mid-period changes with proration; and an estimated commission on each open deal in CRM.
Features
What Commissions & Incentives includes
Plan builder
Periods, rate tables, tiers, accelerators, caps, thresholds, draws and SPIFs, effective-dated and versioned. W3.
Quotas
Per participant, team or territory with ramps and relief. W3.
Credit rules
On deal won, invoice issued or paid, or collection received, by amount, margin or product. W3.
Splits
Percentage splits between reps and overlays with approval. W3.
Deterministic calculation
Re-runnable per period with input snapshot; adjustments, never silent overwrites. W3.
Explained statements
Every credit, rule, rate, attainment and adjustment with an explanation from the rule trace. W3.
Disputes
Raise on a line with evidence; resolution creates an adjustment within an SLA. W3.
Payout approval and export
R4 approval by a non-preparer; payouts to Payroll or Payables. W3.
Standalone credit sources
Import deals, invoices and payments from external systems with reconciliation. W3.
Agent-assisted deal crediting
Plan rules for deals sourced or progressed by rented agents. W3.
Clawbacks
Reverse credits on cancellation, refund or non-payment beyond N days. W4.
Plan document compiler and what-if
AI proposes rules from a plan document with citations; simulate plan changes on past periods. W4.
Accruals, plan acceptance and partner commissions
Liability export to Accounts, e-sign acceptance and PRM partner payouts. W4.
Workflow
Period close to payout
- 1
Credits are generated from won deals and paid invoices.
- 2
The period is calculated from an input snapshot.
- 3
Participants review explained statements and raise disputes.
- 4
Disputes are resolved as adjustments.
- 5
A commission approver who is not the preparer approves payouts.
- 6
Payout lines go to Payroll or Payables.
AI
AI skills and Digital Employees
Statement explanation
Generated only from the calculation trace.
Dispute triage summary
Credit trace, likely cause and similar past disputes for the admin.
Credit anomaly detection
Duplicate credits, unusual splits and missing credits for won deals.
Plan document to rules
Proposes structured rules with clause citations and back-test before a human publishes. W4.
Digital Employees that use this module
They act through the same governed Actions as people; risky steps wait for approval.
Frequently asked questions
Can AI approve commission payouts?
No. Payout approval is an R4 Action with no AI skill. A human approver who did not prepare the period must approve.
Can I use it without One3 CRM?
Yes. It can be bought standalone and import deals, invoices and payments from an external CRM or ERP with reconciliation.
Does it handle TDS?
Payroll and Payables own tax deductions. Commissions exports gross amounts with the payee type. Tax treatment is a pointer to verify with counsel.
See Commissions & Incentives in your workflow
Tell us about your team and the outcomes you want. We will walk you through the apps, the Digital Employees and the plan for your industry.