Commissions is a powerful and flexible commission management system designed to help businesses accurately calculate, track, and pay sales commissions. It integrates seamlessly within the Fullcast platform to provide a comprehensive solution that automates commission workflows, ensures transparency, and motivates sales teams.
Commissions calculation engine
The core of commissions is the calculations. Fullcast feeds relevant data into the calculations engine which calculates commissions based on the configured rules and plans. The following are the key data input that Fullcast uses:
Fullcast data: Assignments, coverage roles, targets, teams, territories, and other relevant information already within Fullcast.
Commissionable event data: Information about commissionable events like closing deals closing, payments, or generated invoices.
Compensation plans: Rules that define how commissions are calculated.
Commissionable events
A commissionable event is any action that triggers a compensation payment. These events can occur throughout the lead-to-growth cycle, from prospect creation to MQL, SAL, SQL, opportunity stages, order, delivery, invoicing, payments, collections, usage, and referrals. Different roles can be commissioned at various stages (such as SDRs on SQLs, sales people on closed-won opportunities, customer success on referrals, and so on). Commissionable events are part of the crediting flow that prepares all the necessary data for commission calculation.
For each commissionable event, additional information is gathered:
Transaction data: Details about the commissionable transaction, such as whether it is product-based, amount-based, ARR-based, or deal size-based. This includes collecting all necessary attributes for the commissioning logic (for example, ARR details if paid on ARR).
Payee identification: Determines the individuals associated with the commissionable event who need to be paid. Payees are based on the following:
Engagement-based: Individuals directly involved in the deal or activity (for example, opportunity owner or account team in Salesforce).
Territory or team-based: Used for overlays and managers which identifies who was the manager or sales engineer for a territory at the time of the event.
Plan eligibility: Matches the collected information to the appropriate compensation plans based on role, deal size, quota attainment, or other criteria.
Crediting rules
Crediting rules provide the rules by which persons are credited for a commissionable event. This does not provide the amount of the commission a person receives, but rather the percentage of the total commissions a person will received based on the commissionable event. Refer to Get started with crediting rules for more information.
Crediting engine
Provides data to the commissions engine:
Gathers data: Collects information from various entities, including Fullcast and external systems such as Salesforce, NetSuite, and so on.
Standardizes data: Transforms extracted data into a standard integration format (similar to Salesforce integrations).
Delivers data: Provides the collected and standardized data to the commissions engine.
Data locking and correction
The crediting engine snapshots transactions at the time of the commissionable event based on the effective date (for example, close date, invoicing date). This ensures historical accuracy for compliance.
Data collection and updates: Until a transaction is locked, the crediting engine continues to update the record with any changes made upstream in the source data. This allows for corrections to be made quickly.
Locked transactions Once a transaction is locked (before commissions calculation), its data becomes immutable for compliance and posterity.
Data correction: While it's best to fix data in the source system, a Transactions tab will allow authorized Commissions administrators to review and edit collected data directly. All changes are tracked in the audit log.
Compensation plans
Compensation plans define the rules on what each payee is compensated for from a commissionable event. There are numerous configurable component types with their own rules and criteria for triggering the compensation plan. Once defined, you can run compensation plans on a schedule, such as based on monthly pay periods, or ad-hoc. When run on a schedule, all relevant compensation plans execute and calculate commission values.