Forecast and commission close

Freeze the period's sales judgment, calculate eligible earnings and release independently reviewed commission payouts.

8 stages · 3 approvals

Roles and responsibilities

Sales Rep Sales Manager Sales Ops AR Clerk System 1 Submit forecast ForecastEntries 2 Review forecast ForecastPeriods 3 Credit earnings CommissionCredits 4 Calculatecommission Commissions 5 Prepare statement CommissionStatements 6 Approve statement CommissionStatements 7 Authorize payout CommissionPayouts 8 Reconcile payout CommissionPayouts
  1. Step 1Submit forecast
    My Forecast (current period)Open
    Entry NumberCategoryAmountCurrency
    Best Case
  2. Step 2Review forecast
    My Forecast (current period)Open
    Entry NumberCategoryAmountCurrency
    Best Case
  3. Step 5Prepare statement
    My Commission Statements
    Statement NumberPeriodCurrencyTotal Accrued
  4. Step 6Approve statement
    My Commission Statements
    Statement NumberPeriodCurrencyTotal Accrued
Red diamonds require approval.Rows show responsibility for each step.

Process steps

Follow the process from start to finish. Select a step to see who acts and what changes.

Submit forecast

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.

Responsible
Sales Rep
Records
ForecastEntriesForecastItemsOpportunityHistory
Effect
Freeze the rep's stated forecast population
Approval required

Review forecast

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.

Responsible
Sales Manager
Records
ForecastPeriodsForecastEntriesDocumentVersions
Effect
Lock the reviewed comparison basis

Credit earnings

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.

Responsible
Sales Ops
Records
CommissionCreditsQuotasContracts
Effect
Attribute eligible earning scope

Calculate commission

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.

Responsible
Sales Ops
Records
CommissionsCommissionPlansCommissionCredits
Effect
Calculate base and marginal accelerated earnings

Prepare statement

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.

Responsible
Sales Ops
Records
CommissionStatementsCommissionAdjustmentsCommissions
Effect
Assemble exact statement membership
Approval required

Approve statement

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.

Responsible
Sales Manager
Records
CommissionStatementsApprovalDecisionsDocumentVersions
Effect
Approve and freeze the payout basis
Approval required

Authorize payout

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.

Responsible
AR Clerk
Records
CommissionPayoutsApprovalDecisions
Effect
Authorize the independent payment request

Reconcile payout

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.

Responsible
AR Clerk
Records
CommissionPayoutsIntegrationEventsOutboundDeliveries
Effect
Establish actual settlement or safe recovery
Approvals and controls

3 approvals required in this process

  • Review forecast Sales Manager signs · credit earnings waitsForecastPeriods, ForecastEntries, DocumentVersions
  • Approve statement Sales Manager signs · authorize payout waitsCommissionStatements, ApprovalDecisions, DocumentVersions
  • Authorize payout AR Clerk signs · reconcile payout waitsCommissionPayouts, ApprovalDecisions
  • Forecast and actual populations state their currencySource cutoff and selected hierarchy.
  • Plan, quota and rate changes need independent activationPreserve the versions used for past earnings.
  • Annual recurringBooked and collected bases retain their distinct eligibility and treatment of one-time or usage charges.
  • Earner sharesChronological attainment and repeated close events cannot duplicate eligible credit.
  • Statements retain their approved amount after paymentCorrections append reviewed evidence instead of changing the original earning.
  • Payout authorization and confirmed settlement are separateImported paid history creates no fresh payment request.

Records and postings

StageRecordsEffect
1 Submit forecast ForecastEntriesForecastItemsOpportunityHistory Freeze the rep's stated forecast population
2 Review forecast ForecastPeriodsForecastEntriesDocumentVersions Lock the reviewed comparison basis
3 Credit earnings CommissionCreditsQuotasContracts Attribute eligible earning scope
4 Calculate commission CommissionsCommissionPlansCommissionCredits Calculate base and marginal accelerated earnings
5 Prepare statement CommissionStatementsCommissionAdjustmentsCommissions Assemble exact statement membership
6 Approve statement CommissionStatementsApprovalDecisionsDocumentVersions Approve and freeze the payout basis
7 Authorize payout CommissionPayoutsApprovalDecisions Authorize the independent payment request
8 Reconcile payout CommissionPayoutsIntegrationEventsOutboundDeliveries Establish actual settlement or safe recovery
Data model →

Process reports

All reports

Commission Summary by Rep

Frozen earned, disputed, adjusted, approved and confirmed-paid commission by earner/plan/period/currency, with Quotas and CommissionCredits attainment; later Paid status cannot remove statement totals and viewers receive only authorised aggregation.

Forecast Accuracy

Selected immutable rep submissions or manager rollups compared with frozen actual accepted net bookings through the same period cutoff/currency; child and parent submissions are never added together, managerial adjustments are visible, and reopened/superseded deals follow the stated correction cohort.

Run by an agent

Agent support

Required human decisions remain with the accountable role. An assistant cannot turn a preparation task into qualification, commercial approval, technical exception approval or commission payout authorization. It cannot use broad access to expose another rep's pay, bypass a communication preference or reuse an old signature after terms change. Uncertain sends and payouts need reconciliation before another request can create an additional effect.

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# Example after configuration $ curl -fsSL https://www.erp.ai/skill.md | paste into your agent › forecast and commission close · submit forecast on ForecastEntries, ForecastItems, OpportunityHistory ✓ Sales Rep submits the period and category with exact opportunity-history membership, expected dates and captured currency conversion. › forecast and commission close · review forecast on ForecastPeriods, ForecastEntries, DocumentVersions ⏸ approval · waiting for the sales manager # 6 more stages after approval: credit earnings, calculate commission, prepare statement, approve statement, authorize payout, reconcile payout

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