commissions
Commissions — Under 100 People
What This Process Does
Commissions at this size are the lever that aligns reps to revenue. You have 1–10 sales reps on variable comp, 1–5 different plans (AE, SDR, CS/account manager, sales manager), monthly or quarterly payouts through regular payroll. Plans are usually simple — percentage of ACV on new business, spiffs on specific goals, some accelerators above quota. Payout tooling is often a spreadsheet for the first year, graduating to QuotaPath/Spiff/CaptivateIQ/Varicent at 5+ reps.
The work: design plans that drive right behaviors, calculate payouts accurately and on-time, answer rep disputes with receipts, and evolve plans without gaming trust. A bad plan design produces wrong-behavior (reps chasing easy deals, neglecting strategic accounts, sandbagging for year-end). A slow/inaccurate payout produces rep turnover and trust breakdown.
Start Here: ERP•AI Templates
ERP•AI's Small Business Commission Management template provides plan definitions (per-role templates), monthly or quarterly calculation, dispute-resolution workflow, payroll handoff, and rep-facing statements. Pair with Comp Plan Library (role-specific comp plan documents) and integrate with CRM for deal data + HR for rep data.