How to run sales compensation.
Written from the demo book, not from a content calendar. Each guide covers one thing a comp team, a controller or an auditor has to get right, and shows the screen where it happens.
Also: comparisons, the ROI calculator and the glossary.
Close & audit
The nine controls a SOX auditor wants for sales commissions
What each control checks, what evidence it needs, and what an exception looks like.
Read the guide →A commission close checklist you can actually finish
Sixteen tasks, who owns each, and the ten that can close themselves on evidence.
Read the guide →Clawbacks, adjustments and locked months
Why a change to a paid month becomes an adjustment, never a rewrite, and how to word the policy.
Read the guide →Plan design
Thresholds, accelerators and cliffs: changing a comp plan without a revolt
Model first, read the attainment curve, and see who the change lands on before it ships.
Read the guide →Rate tables that pay by month: versioning comp logic
Why the effective-date join matters and what goes wrong without it.
Read the guide →Finance
ASC 340-40 for commissions, in plain English
What gets capitalized, over what period, and why it has to read the paid ledger.
Read the guide →Top-down quota planning: allocating a number nobody agrees with
Cascading one company number down a territory tree, with proration and a hedge.
Read the guide →Forecasting commission cost with Monte Carlo instead of a spreadsheet guess
A P50 to plan to, a P90 to budget for, and the one ratio to watch.
Read the guide →Reps & payroll
Getting commissions into payroll: Workday, ADP and the generic file
Columns, codes, negatives and filenames, with a preview before anything is sent.
Read the guide →What a rep should be able to see on a commission statement
The anatomy of a statement that explains itself, and the two buttons that end the email thread.
Read the guide →