These cookies are required for the website to function properly. They ensure security, enable basic features like page navigation, and store user session data. You cannot disable these cookies.
- Commission Calculation
- Features
- Plan design
Plan design
A compensation plan needs a clear owner, organization and period before anyone can compare its target with actual amounts. Sales Operations records the plan and its components, including the cost center, category, quantity, unit rate and actual amount. The Plan vs Attainment page compares the plan target with recorded attainment and opens the components behind a variance. That gives Finance Leadership a route from the total to the detail before deciding on an in review plan.
OverviewMy Comp Plans×
Commission Calculation · Plan design
New
My Comp Plans
Comp plans
| Plan number | Plan name | Plan owner | Period start | Period end | Plan status | |
|---|---|---|---|---|---|---|
| CP-53859 | 2026 field sales base plan | Jules Okonkwo | 14 Oct | 18 Oct | Draft | |
| CP-44811 | 2026 enterprise account plan | Amina Farouk | 23 Oct | 01 Nov | In review | |
| CP-57833 | 2026 renewals specialist plan | Jules Okonkwo | 18 Oct | 26 Oct | Approved | |
| CP-76503 | 2026 channel partner plan | Amina Farouk | 19 Oct | 23 Oct | Archived | |
| CP-39808 | 2026 new business accelerator | Leo Barrera | 12 Oct | 14 Oct | Draft |
6 of 6 records
2026 field sales base planComp plans · CP-53859
DraftPlan ownerJules Okonkwo
Period start14 Oct
Period end18 Oct
What you can do
Review the plan behind the headline
Finance Leadership should open the plan components before acting on an in review plan. The target and recorded actual totals identify the gap, while each cost center and category show where it arose. Sales Operations can explain a changed component in its notes and keep the version visible, so the reviewer knows which period and amount the approval covers.
How the work is organized
- Plan header. Keep the plan name, fiscal year, version, organization and owner together so a reviewer knows which period is being considered.
- Component detail. Use a separate component for each cost center and spend category; inspect the recorded amount, actual amount and variance together.
- Decision trail. Approve Plan acts on an in review plan and records both the decision and the operation receipt.
What to agree during setup
Agree who may prepare a plan and who may approve it. Decide how the organization and period are named, which source supplies actual amounts, and how a correction is explained when a component changes after an earlier review. Use one consistent version convention so the team can tell an updated forecast from an approved plan. Finance Leadership should review the period totals and the component variance before using Approve Plan. A plan left in Draft is still work in preparation; it should not appear as an approved basis in a review pack.
Check the handoff on an actual case
Suppose a sales team has a plan for the next quarter. Sales Operations records its target and adds component amounts for personnel and travel. One component’s actual amount differs from the plan amount. The reviewer opens Plan vs Attainment, follows the variance into that component and asks for the explanation. Sales Operations updates the notes or the amount and sends the plan to in review. Finance Leadership then approves it through the plan action. Check the Review Decision and Calculation Receipt against the same plan; an approval should remain attributable to the person who made it. A second attempt on an already approved plan should leave a skipped receipt rather than presenting a fresh approval.
What your team sees
- Comp Plans Awaiting Approval — Plans ready for the finance decision, with target and actual totals in context.
- Approved Comp Plans — Plans that already have an approved status for the selected period.
Follow the work through
Follow plan review, then see the run cycle for the next period handoff.
What it keeps track of
Data model- Comp plans
- Sales compensation plans defining the quota target, period, owner and approval status for a rep or team.
- Comp plan components
- The individual components inside a comp plan: rate basis, volume, target amount, attained amount and variance.
- Organizations
- Legal entities and regions that own comp plans, calculation runs and commission statements.
- Reps
- Sales reps and compensation team members who own plans, statements and calculation runs.
Who uses it
Permissions- Sales Operations
- Prepares and corrects plans.
- Finance Leadership
- Decides the approval.
- Admin
- Maintains organization and member records.
Set up Commission Calculation your way.
Start free, then use Proto to change fields, steps and approvals before your team goes live.