Commissions Analyst

Job Overview

The Commissions Analyst processes and oversees the submission, verification, approval, and payment of commissions and related performance incentive programs (including, as applicable, general bonus programs). This includes accepting commission requests, validating eligibility, calculating amounts, and allocating among various recipients.  Regular review of individual performance agreements, contracts, and deal particulars is required to ensure accurate and timely payments are made. The Commissions Analyst also ensures compliance with company policies and procedures, including those associated with compensation reporting. In addition, the Commissions Analyst performs regular audits and spot-checks of payments for consistency with contract provisions and deal details.

Organizational Impact

The Commissions Analyst plays a key role in making sure that incentives are paid swiftly and accurately, closing the loop on an important part of performance-based compensation programs. When commissionable activities are promptly recognized and processed, sales professionals can stay focused on the revenue-generating activities that drive value for the company. This not only advances the company overall, but also helps attract the highest quality sales talent. In addition, sales managers can focus on coaching, strategy, campaign development, recruiting, and resolving customer issues when supported by an effective Commissions Analyst.

Key Systems

The most common input for a Commissions Analyst is an event-driven request for payment of a commission, typically generated by the individual to be paid. In some cases, such payment requests are generated by an automatic process, or by someone involved in the sales process who is not the recipient.  Ad-hoc requests for clarification, adjustments, and status are also common. All of the foregoing are received via Unified Task System, email (preferably a generic email address), or the assignment of a document or task in a specific system. Scheduled activities are initiated by shared calendar or task assignment, such as for audits, quarterly or annual calculations, and regular reporting.

Inputs

The most common input for a Commissions Analyst is an event-driven request for payment of a commission, typically generated by the individual to be paid.  In some cases, such payment requests are generated by an automatic process, or by someone involved in the sales process who is not the recipient. Ad-hoc requests for clarification, adjustments, and status are also common. All of the foregoing are received via Unified Task System, email (preferably a generic email address), or the assignment of a document or task in a specific system.  Scheduled activities are initiated by shared calendar or task assignment, such as for audits, quarterly or annual calculations, and regular reporting.

Outputs

The Commissions Analyst typically outputs approved commission requests to be paid by accounting or HR, or submits verified requests to the appropriate approver. The foregoing may be done either by entering directly into the accounting system, submitting or assigning in a system, or via email. Responses to ad-hoc questions are sent by email or in the receiving system.  Scheduled and ad-hoc reports are circulated to applicable recipients, typically via email or task assignment. Departmental or individual KPI calculations are either entered into a system or circulated  as reports by email. Outputs also include changes in data, filing documents, or uploading of documentation into relevant systems.

Activities

• Manage commission
  payment workflows
  
• Process incoming Commission Payment
  Requests
  
•  Create Commission Payment
  Packages
  
•  Calculate commissionable
  amounts per deal
  
•  Obtain W9 and other required
  paperwork
  
•  Validate paperwork required
  for commission payment
  
•  Check for duplicate requests
  or attribution conflicts
  
•  Seek approval for Commission Payment Requests
  
•  Submit approved
  Commission Payment
  Requests to for payment
  
•  Update CRM and related systems
  
• Profile / file documents
  
•  Launch ad-hoc communications with commissionable individuals
  
•  Respond to questions about
  payments
  
•  Review sales materials vs
  commission agreement /
  compensation plan
  
•  Track cumulative performance metrics
  
•  Respond to ad-hoc analyses
  
•  Perform scheduled
  commission payments &
  package audits
  
•  Calculate scheduled KPIs
  
• Review quarterly / annual goals
  
•  Review attribution status for deals
  
•  Circulate sales and
  commission reports
  
•  Manage sales tier programs
  
•  Manage referral codes &
  affiliate programs
  
•  Launch scheduled
  communications with
  commissionable individuals
  
•  Contact commission recipients for feedback
  
•  Review data quality for
  commissionable events
  
• Follow-up on open requests
  
•  Review KPIs and reports for actionable insights
  
•  Identify process bottlenecks and suggest improvements
  
•  Allocate resources or work
  
•  Contact high- and low-end performers or their supervisors
  
•  Identify opportunities to renegotiate or fine-tune incentive programs
  
•  Investigate competitors’
  commission programs
  
•  Identify alternatives for non-monetary items

Recommended Items

• Compensation Plans / Rules
• Authority Limits
• Org Chart / Reporting Structure
• Sample Commission Requests with Coding and Approval
• Commission Payable Workflow
• Standard KPIs and Metrics for Incentive Pay / Bonuses

Content Examples

• Sales & Brokerage Commissions Referral Fees Spiffs Gift Cards & Non
• Monetary Incentives Sales Recognition Clubs / Tiers

Sample Event-Driven Tasks

• Process incoming
  Commission Payment Request
• Create Commission Payment
  Package
  
• Calculate commissionable amounts per deal
  
• Obtain W9 and other required paperwork
  
• Validate paperwork required for commission payment
  
• Check for duplicate requests or attribution conflicts
  
• Seek approval for Commission Payment Request
  
• Submit approved Commission Payment Request to for payment
  
• Update CRM and related systems
  
• Profile / file documents
  
• Launch ad-hoc communications with commissionable individuals
  
• Respond to incoming questions about payments
  
• Review sales materials vs commission agreement / compensation plan
  
• Track cumulative performance metrics
  
• Respond to ad-hoc analyses

Sample Scheduled Tasks

• Review sales materials vs commission agreement / compensation plan
• Track cumulative performance metrics
• Respond to ad-hoc analyses
• Perform scheduled commission payments & package audits
• Calculate scheduled KPIs
• Review quarterly / annual goals
• Review attribution status for deals
• Circulate sales and commission reports
• Manage sales tier programs
• Manage referral codes & affiliate programs
• Launch scheduled communications with commissionable individuals

Sample Infill Tasks

• Contact commission recipients for feedback
  
•  Review data quality for commissionable events
  
•  Follow-up on open requests
  
•  Review KPIs and reports for actionable insights
  
•  Identify process bottlenecks and suggest improvements
  
•  Allocate resources or work
  
•  Contact high- and low-end performers or their supervisors
  
•  Identify opportunities to renegotiate or fine-tune incentive programs
  
•  Investigate competitors’ commission programs
  
• Identify alternatives for non-monetary items