How to Automate Sales Commissions in Salesforce: Start with good Sales Data!

Do you want to automate your sales commissions in Salesforce? 

In our experience, the most overlooked aspect of sales commission automation projects, is the sales data that constitutes the "basis for commissions". What do we mean by the "basis for commissions"? 

Consider these 3 key components of sales commissions:

  1. Sales data
  2. Commission rules
  3. Commission results












The process of calculating commissions goes like this: 
For each instance of a row of  commissionable sales data (#1),  one or many commission rules (#2), will be applied to produce commission results (#3).

So the sales data (#1), is obviously the foundation of the commissions calculation process right? It is literally impossible to process commission rules (#2) and generate commission results (#3) without the correct sales data (#1).

OK, then why is it that so many companies seem to begin commissions automation projects without getting their sales data right for the project first? Perhaps it's just because many people haven't ever managed a sales commissions automation project before. 

So how can you avoid this pitfall and get your sales data right for your sales commissions project before you try to automate it? 

Think about it this way:  Start by imagining a simple commission example. Let's say that for each closed/won Opportunity (#1 basis), our sales rep, Julie, earns a 10% commission on the amount at close date of opportunities she owns (#2 rules), So if Julie is the owner, the Opportunity amount is $10k and the close date is 2/18/22, then Julie will earn a commission of $1,000.00 during the February '22 pay period which she will receive during march when February payments are made (#3 commission results)

So if we look at #2 (commission rules), we can see precisely what we need in our sales data. We need to be able to report out closed/won opportunity amounts, by owner and close date. Simple right? Of course! Remember, this was our simple example... Now here's the problem. What if there's another little commission rule hiding behind the scenes (#2), which states that Julie only earns her commission when the closed/won Opportunity amount is actually paid by the customer?

Now if you repeat the same approach you will quickly identify that in order for your sales data (#1), to be a sufficient basis for the new commission rule (#2) requiring sales to be paid by the customer prior to generating commissions, then you can hopefully see for yourself now that each row of sales data (#1) must now represent the amount that was paid, not the amount that was closed/won. 

Another example would be a commission rule which states that Julie gets a higher commission rate on "new logo" sales over "renewal" sales. Can you see where this is going this time? It means that now every row of sales data will need to contain an attribute to distinguish "new logo" from "renewal". 

So the moral of this story is this: To get your sales data right for a commissions automation project, you should confirm that each condition being called out in your commission rules such as "ARR" "closed/won", "amount paid", "margin", "new logo" etc. can be mapped to attributes that are included within your sales data. Then you'll be ready to implement a commissions automation tool such as our CloudComp Commission Anything™ for Salesforce App to process your rules against your sales data and generate your commissions and payment results.

Remember this simple 1-2-3 of sales commissions automation! If you understand these principals, then you're likely to save a lot of time and expense on your commissions automation project! 

Good luck with your project and feel free to Contact Surfwriter if you would like more information on our sales commission automation tools and implementation services for Salesforce.




CloudComp Commission Anything App for Salesforce (Video)


CloudComp Commission Anything will enable you to rapidly configure Quotas, Commissions, Accelerators and Payments using any of your standard or custom objects and fields with clicks not code.


CloudComp is a 100% Native Salesforce, Certified Enterprise Incentive Compensation App which provides click-to-configure setup for Standard and Custom Objects and Fields and supports Multi-Quota, Mult-Plan and Multi-Tier Compensation. All data is accessible via Standard Salesforce reports and dashboards. CloudComp is 100% compatible with Salesforce Object and Field security and is Salesforce Mobile Ready.


Configure and Run Quotas and Commissions in CloudComp (video)


This 6 minute training video demonstrates setting up Quotas, a Compensation Plan with an Accelerator and Running Commissions in CloudComp Commission Anything from start to finish.


CloudComp is a 100% Native Salesforce, Certified Enterprise Incentive Compensation App which provides click-to-configure setup for Standard and Custom Objects and Fields and supports Multi-Quota, Mult-Plan, Multi-Tier and Multi-Currency Compensation. All data is accessible via Standard Salesforce reports and dashboards. CloudComp is 100% compatible with Salesforce Object and Field security. CloudComp Payments easily export with your back office systems or Payroll Service provider.


CloudComp Commission Anything Video Demo


This video shows you how CloudComp Commission Anything will enable you to rapidly configure Incentive Compensation using any of your standard or custom objects and fields with Clicks not Code.


CloudComp is a 100% Native Salesforce, Certified Enterprise Incentive Compensation App which provides click-to-configure setup for Standard and Custom Objects and Fields and supports Multi-Quota, Mult-Plan and Multi-Tier Compensation. All data is accessible via Standard Salesforce reports and dashboards. CloudComp is 100% compatible with Salesforce Object and Field security and Salesforce1 Mobile Ready.


Introducing CloudComp Commission Anything (Video)



Do you want to automate your Incentive Compensation in Salesforce but you're worried that it may be a time consuming and expensive waterfall project?

Do you want to use the custom objects and fields in your Salesforce Org for commissions? 

This video shows you how CloudComp Commission Anything will enable you to rapidly configure Incentive Compensation using any of your standard or custom objects and fields with Clicks not Code.



CloudComp Commission Anything Goes Mobile With Salesforce1

CloudComp Commission Anything™™, the first truly click-to-configure Enterprise Incentive Compensation Management App for Salesforce is now 100% Mobile Ready... And we did it in about a week!

CloudComp represents over 3 years of research and development to enable administrators, managers and compensation recipients with the gold standard configurable enterprise incentive compensation platform specifically designed for the Force.com Cloud.

Until recently, mobile-enabling an enterprise application like CloudComp Commission Anything would have required developing, publishing, upgrading and supporting multiple platform-specific mobile apps.

Enter the Salesforce1 Platform. Salesforce1 essentially provides a framework which extends the authentication, functionality and enterprise-grade security of the Force.com platform to mobile devices, with all application logic and database storage provided by salesforce.com's hosted application servers. The Salesforce1 solution consists of the Salesforce application server and the client application software on the handheld mobile device. Supported operating systems are Apple iOS and Android.

With CloudComp and Salesforce1, viewing your compensation is as easy as 1 - 2 - 3
1 - Open the Salesforce1 App
CloudComp App Menu on iPhone
2 - Select "My Compensation"
CloudComp Commission Anything for Salesforce on iPhone
3 - View Compensation

With Salesforce1, we didn't have to develop, publish and support platform-specific native apps. Salesforce1 handles all of that for us. We didn't have to design or manage additional enterprise-grade security. Salesforce1 handles that too; by only providing access to data and functions based upon the core permissions and rights defined for each user by their Salesforce administrator. Mobile CloudComp users are never able to view or access more than their permissions allow and Salesforce administrators have complete control.

With Salesforce1, we could focus on innovation and achieve unparalleled speed to market for CloudComp Commission Anything Mobile without compromising our commitment to deliver a superior mobile incentive compensation experience with enterprise-grade security for our customers.

Because CloudComp was built from the ground up for the Force.com platform, the mobile compensation and sales performance management functionality that we could rapidly implement for CloudComp users with Salesforce1 was impressive to say the least. Compensation administrators have complete management functionality from within the CloudComp Mobile App and compensation recipients have access their personalized compensation interface 24/7 on any mobile device running Salesforce1.

So why go mobile with your incentive compensation you may ask?
Well, your incentive compensation might not be much of an incentive if your reps can't see it, right?

Contact us today to learn more about how get your compensation into the cloud and your sales reps into the light with CloudComp Commission Anything.

CloudComp Commission Anything - Commission Management built for the Cloud

Compensation models, like Salesforce Implementations are far from standardized across organizations. Historically, this has presented significant challenges for Compensation Management vendors who have tended to focus on standard objects and fields in Salesforce such as Opportunity Amount and Close date, but have struggled when asked to accommodate Salesforce customizations.

Compensation Management customers are often disappointed to find that the "out of box" compensation solution for Salesforce that they were hoping for just isn't available. Many customers soon discover that they're in for a sizable project as their compensation vendor begins to develop, test and implement hundreds or even thousands of lines of custom Apex code at the customer's expense only to be able to integrate the customer's custom objects and fields in Salesforce.

Introducing CloudComp Commission Anything™™ the first truly click-to-configure Enterprise Incentive Compensation Management App for Salesforce.
CloudComp™™ enables you to use all the objects and fields in your Salesforce org, even those belonging to other managed packages.
The age of flexible, agile Compensation Management in Salesforce has arrived. Contact us for a CloudComp™ demo today.