Forecast and commission close

Step by step

1. Submit forecast Sales Rep

   Sales Rep submits the period and category with exact opportunity-history membership, expected dates and captured currency conversion. Proposed committed value stays separate from usage estimates. A revised submission supersedes its predecessor while preserving what the rep previously expected to close.

   • Freeze the rep’s stated forecast population
   • Updates Forecast entries, Forecast items, Opportunity history

2. Review forecast Sales Manager

   Sales Manager reviews team submissions, explains any managerial adjustment and locks the period snapshot. The team forecast identifies its child versions; reporting selects the intended hierarchy without adding manager totals to the same rep amounts again. Later deal edits cannot change the locked comparison.

   • Lock the reviewed comparison basis
   • Updates Forecast periods, Forecast entries, Document versions
   ApprovalA person approves before the work moves on.

3. Credit earnings Sales Ops

   Sales Ops identifies eligible accepted contract or collection events under the approved plan. Credit shares name actual earners, period quota and historical territory. A later account reassignment cannot move the earning. Missing contract acceptance or collection evidence prevents the corresponding plan’s accrual.

   • Attribute eligible earning scope
   • Updates Commission credits, Quotas, Contracts

4. Calculate commission Sales Ops

   Sales Ops runs the captured plan, quota, currency and source basis. The amount below the attainment boundary uses the base rate; only the marginal slice above it accelerates. The two slices reconcile to the credited amount. Stable source order prevents concurrent deals from using the same prior attainment.

   • Calculate base and marginal accelerated earnings
   • Updates Commissions, Commission plans, Commission credits

5. Prepare statement Sales Ops

   Sales Ops assigns eligible commissions once to the correct earner, period and currency. Disputes, clawbacks, incentives and corrections retain original scope and signed adjustment evidence. The proposed statement exposes the exact membership and resulting payout for independent review.

   • Assemble exact statement membership
   • Updates Commission statements, Commission adjustments, Commissions

6. Approve statement Sales Manager

   An independent Sales Manager approves the complete statement and adjustments, excluding its preparer, material editors and earner. Approval freezes membership and value. A later Paid status cannot remove an earning from its own statement or change the approved historical total.

   • Approve and freeze the payout basis
   • Updates Commission statements, Approval decisions, Document versions
   ApprovalA person approves before the work moves on.

7. Authorize payout AR Clerk

   AR Clerk independently authorizes the payout request within converted authority, excluding the preparer, statement reviewer and earner. The request binds the approved statement version and destination. A limit alone cannot override those actual-person conflicts or justify a different amount.

   • Authorize the independent payment request
   • Updates Commission payouts, Approval decisions
   ApprovalA person approves before the work moves on.

8. Reconcile payout AR Clerk

   AR Clerk checks authenticated provider settlement against the original request. Submission and acknowledgment remain pending evidence. Uncertainty retains the claim; proven nonexecution allows a linked safe retry. Confirmed settlement establishes Paid, while a returned payout retains compensation and recovery history.

   • Establish actual settlement or safe recovery
   • Updates Commission payouts, Integration events, Outbound deliveries

Sales Rep

Submits forecasts and reads own earnings.

Sales Manager

Reviews forecasts and independently approves commission statements.

Sales Ops

Prepares credits, calculations and statements.

AR Clerk

Independently authorizes payout and reconciles outcomes.

Viewer

Reads permitted reporting summaries.