Commission plans your reps trust and finance can audit.
Quota, commission and SPIFF management for direct salesforces — deterministic calculation, transparent dashboards, governed change.
- Plan capture
- Feeds and hierarchy
- Parallel run
- Cut-over
- Operated
Commission spreadsheets fail quietly.
A formula is not updated for the new plan. A lookup points at a stale range after someone inserts a row. A sign error flips a clawback into a payable, and it is paid. None of these announce themselves; they surface when a rep compares notes with a colleague, or when audit asks for the working behind a number and the working is a workbook full of tabs.
The cost is not only the money. Reps stop trusting the plan and start keeping their own tallies. Finance loses time each cycle reconciling what should already agree. Sales operations spends its year maintaining the plan instead of designing it — which is the part that actually moves revenue.
The direct sales incentives module of Sales Performance puts the plan into versioned configuration, the calculation into a deterministic engine and the payout onto an auditable ledger. Reps see their standing after every run. Finance closes from the system. Ops changes plans with an approval trail instead of a fresh workbook.
The incentive machine, in five parts.
Each part is configuration on the shared platform record. A plan written in the designer is what the engine calculates, what the dashboard explains and what the ledger settles — one definition, not four copies.
Plan versioning
Every plan change is a new version with an author, an approver and an effective date. Mid-year changes happen without mid-year chaos, because the engine knows which version applied to which transaction, and older versions remain replayable for audit.
Current standing
Reps see attainment and projected payout after every run, with what-if projection on open pipeline. That is the motivation the plan was designed to create, delivered when it can still change behaviour rather than in a statement after quarter end.
Split & team crediting
Overlays, splits, team credit and role-based crediting are rules, not manual adjustments. A deal with an account owner, an overlay specialist and a team lead credits all three by rule, and the rule has a version.
Clawbacks & gates
Compliance gates and clawback logic execute consistently and visibly. A churned account within the clawback window reverses at the booked rate; a missing compliance flag holds the payout and routes it to a manager — with the reason shown to the rep.
SPIFFs & accelerators
Short-term incentives and tiered accelerators are plan components with their own windows, budgets and eligibility, layered on the base plan without editing it. When the SPIFF ends, it ends in the record, not in someone’s memory.
What it does, in detail.
Standing the rep can act on.
The rep dashboard shows attainment to date, projected payout at current pace and the plan clauses driving each figure, in plain language. A rep can ask “what if I close this deal” and see the answer, including whether it tips an accelerator. When something looks wrong, the query is raised from that line, not from an email.
- Attainment and payout refreshed after every calculation run
- What-if projection across open pipeline, including accelerator thresholds
- One-click structured query on any line, routed to the right owner with an SLA
Crediting as rules, not adjustments.
Many spreadsheet disputes are crediting disputes: who gets what share of a deal that touched several people. The module resolves credit by rule — role, territory, overlay and split percentages from configuration — and shows the rule next to the credited amount. Changing the rule changes it for every future deal, with a version. The credit percentages shown here are examples.
- Role-based crediting from the HR hierarchy, effective-dated for moves and reorgs
- Overlay and split rules with per-plan caps, so total credit stays within policy
- Unassigned records surface in a queue instead of silently dropping out of payout
Example rules. Yours are configured with you.
A close that stops being a reconciliation.
Because the engine is deterministic and every run stores its inputs, close stops being a reconciliation. Finance checks that the run agrees with expectations, reviews the adjustment log, and releases payout files per entity and currency. What changes is where the time goes: the close becomes a review of a deterministic run, and a dispute becomes a lookup on the record rather than an argument.
- Payout files per entity, currency and payroll calendar, generated from the run
- Accruals and true-ups posted with the run hash that produced them
- Every calculation replayable for internal or external audit
Three seats on the same number.
See it, project it, query it.
A rep opens the dashboard and sees current attainment, projected payout and the plan terms in language a person can read. Open deals can be dropped into a projection. Any line can be queried, and the query is answered with the calculation rather than a reassurance.
- Standing and projection after every run
- Plan clauses shown beside the figures they drive
- Structured query on any line
Design plans instead of maintaining them.
Ops owns the plan library, crediting rules and the dispute queue. Instead of reconciling workbooks, the team models the next plan year, simulates it and watches dispute patterns for clauses that confuse people. Reorgs are simulated before they are applied.
- Plan library with version diffs
- Simulation on real historical transactions
- Dispute analytics per plan and clause
Close on a number you can replay.
Finance receives the run summary, the adjustment log and per-entity payout files. Accruals post automatically; true-ups reverse cleanly. If audit asks how any figure was produced, the run can be replayed from its stored inputs and plan version.
- Multi-entity, multi-currency payout files
- Accrual and true-up entries per period
- Replay of any historical run
From closed deal to paid commission.
The workbook versus the module.
The feeds a commission plan needs.
Salesforce
Opportunities, products, splits and account ownership; attainment written back
ERP
Invoices, payments and credit notes for booked-versus-paid plans
HRIS
Roles, managers, start and end dates for effective-dated crediting
Payroll
Per-entity, per-currency payout files on the payroll calendar
The path to a retired workbook.
Plan capture
We sit with the workbook owners and rebuild every plan in the designer. Each ambiguous formula becomes an explicit rule with a named owner.
Feeds and hierarchy
CRM, ERP and HR feeds land under governed contracts. Crediting rules are configured and checked against last quarter’s records.
Parallel run
The engine calculates alongside the workbook until the numbers agree. Every difference is explained in writing.
Cut-over
Rep dashboards go live, payout files go to payroll, disputes move into the queue, and the workbook is archived with its last agreed figures.
Operated
Plan-year changes, SPIFF windows and reorgs are handled on the record, with the Odeontech team running the platform to SLOs agreed with you.
Frequently asked questions
The rest of the family.
See it on your own data.
A guided demo with an engineer who operates the platform — configured toward your programme, not a canned deck.