Commission Structure

Legacy Content

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Marlin GTX enables you to build customised commission plans, define SPIFFs, and assign them to employees to incentivise sales performance.

Marlin GTX provides the ability to create customised multi-dimensional commission plans that can be assigned to your salespeople and technicians.

In addition to offering employees a percentage of sale earnings, you can also encourage them to sell certain items by offering incentive bonuses, known as SPIFFs.

Commission plans are a matrix of product and customer commission types with a rule for each combination.

A commission plan can be assigned to multiple individuals or job roles.

SPIFFs are a percentage or fixed dollar amount that employees can earn from the sale of specific items.

When you assign commission plans to employees, you can also define whether they are eligible for SPIFFs.

Building the Commissions Structure

Building the commission structure includes the following steps, which are performed at the head office.

Create Customer Commission Types

To create customer commission types:

Select System > System Files > People > Customer Commissions
On the Customer Commission Maintenance screen click Add or press Insert
Enter a short code (up to 6 characters) and a longer, descriptive name (up to 30 characters)
Click Save (or press F10)

Create Product Commission Types

To create product commission types:

Select System > System Files > People > Product Commissions
On the Product Commission Maintenance screen click Add or press Insert
Enter a short code (up to 6 characters) and a longer, descriptive name (up to 30 characters)
Click Save (or press F10)

Create Commission Calculation Rules

To create commission calculation rules:

Select System > System Files > People > Commission Calculations
On the Commission Calculation Rule Maintenance screen click Add or press Insert
Enter a short code (up to 6 characters) and a longer, descriptive name (up to 30 characters)
Select the Calculation Basis from the list (e.g. Percentage On Profit)
Select the Range Type from the list (e.g. Sales Amount)
Click Add to create rate ranges
Enter From Amount, leave To Amount blank (defaults to Unlimited), enter Commission Amount % and Save
Add multiple ranges if the commission rate varies by range type
Click Save (or press F10)

Create Commission Plans

To create commission plans:

Select System > System Files > People > Commission Plans
On the Commission Plan Maintenance screen click Add or press Insert
Enter a short code (up to 6 characters) and a longer, descriptive name (up to 30 characters)
Select a commission rule for each Customer/Product cell in the matrix
Click Save (or press F10)

Note

Hovering over a matrix cell displays the details of the selected commission rule.
It is not mandatory to enter a commission rule for every Customer/Product combination.

Create SPIFFs

To create SPIFFs:

Select System > System Files > People > SPIFFs
On the SPIFF Maintenance screen click Add or press Insert
Enter a short code (up to 6 characters) and a longer, descriptive name (up to 30 characters)
Select the background colour
Select percentage or amount
Enter the value
Click Save (or press F10)

Applying the Commissions Structure

Once the commission structure has been established, you can assign the applicable parts of it to customers, products, and employees.

Assign Customer Commission Types to Customers

To assign customer commission types:

Select Main > Customers > Manage Customers
Open the customer and select the Options tab
Click Edit
Select the Customer Commission type from the list and Save

Assign Product Commission Types & SPIFFs to Products

To assign product commission types and SPIFFs:

Select Main > Products > Manage Products
Open the product and select the Options tab
Click Edit
Select Product Commission type in the Commission field
Select SPIFF type in the SPIFF field
Click Save (or press F10)

Assign Commission Plans & SPIFFs to Salespeople and Technicians

To assign commission plans and SPIFFs:

Select System > System Files > People > Sales People
Open the Salesperson and select the Commissions and SPIFFs tab
Click Edit
Select the Commission Plan from the list
Enter the Overall Quota that the salesperson must reach to qualify for a commission

Assign Quotas for Product Commission Types or SPIFFs

To assign quotas for product commission types or SPIFFs:

Click Add
The Add Product Commission Details screen appears.
Choose Product Commission Plan (or press F4)
Enter Commission Quota $ if a minimum sales total applies
Select Allow SPIFF if applicable
Click Save
Click Save (or press F10) to store employee commission information