In the system there are 3 commission columns/calculations that are done automatically: a) Total Commission, b) Agency Split, and c) Sales Rep Split. These three commission calculations are shown on various reports and in data analysis.
a) Total Commission is the amount of commissions paid to the agency by the manufacturer.
b) Agency Split is the amount credited within the agency to itself, or the "House", when the sales rep is paid some portion (the split) of the commissions paid to the agency by the manufacturer.
c) Sales Rep Split is the amount that the sales rep is paid, his portion of the commissions paid by the manufacturer.
These split cases are only used when you pay the sales rep a split of the commissions. For example, a salaried sales rep may not be paid any split of the commissions, and so his split rate would be set to 0 (0%).
There are 3 places that the split rate can be set: d) Sales Rep Management, e) Customer Listing, and f) Invoice Entry. Those three places are listed in order that they take effect, for example a setting in Invoice Entry overrides any setting in Customer Listing or Sales Rep Managmenet; a setting in Customer Listing overrides a Sales Rep Management entry; and a Sales Rep Management entry is the default for all cases where it is not overidden in one of these other places.
a) Total Commission is the amount of commissions paid to the agency by the manufacturer.
b) Agency Split is the amount credited within the agency to itself, or the "House", when the sales rep is paid some portion (the split) of the commissions paid to the agency by the manufacturer.
c) Sales Rep Split is the amount that the sales rep is paid, his portion of the commissions paid by the manufacturer.
These split cases are only used when you pay the sales rep a split of the commissions. For example, a salaried sales rep may not be paid any split of the commissions, and so his split rate would be set to 0 (0%).
There are 3 places that the split rate can be set: d) Sales Rep Management, e) Customer Listing, and f) Invoice Entry. Those three places are listed in order that they take effect, for example a setting in Invoice Entry overrides any setting in Customer Listing or Sales Rep Managmenet; a setting in Customer Listing overrides a Sales Rep Management entry; and a Sales Rep Management entry is the default for all cases where it is not overidden in one of these other places.
The best practice is to set the Sales Rep Management Split Rate field to the most common percentage that the sales rep is paid for his customers. For example, if the sales rep is paid a 40% split on most of his accounts (this means that 60% is retained by the agency), then the Sales Rep Management entry for this rep should be set to 40. We will call this Sales Rep Management Split Rate the "default rate" for that sales rep.
Now, for any customers where the sales rep is paid a different percentage of the commissions, we need to set that split rate on an individual customer basis. This is done in the Customer listing screen, by entering the correct percentage for that customer in the Split Rate field in the Edit Customer dialog. This is where you would enter your 100 (for 100%) for the cases where the sales rep was paid all of the commissions that the agency is paid by the manufacturer for that account, for example.
At this point, we have the system set up to automatically calculate the splits for all of the accounts that are called on by one sales rep. The splits are calulated automatically based on the percentages entered, and show on reports. Most reports have the ability to show any of the 3 commission fields, so that the generated reports have what you would like the sales rep to see as far as commissions go. Data Analysis has the ability to show all (or any) of the 3 commissions columns at the same time.
Exception cases: There are a couple of commission cases that are not covered by the above splits built into MRSware.
1) Split between 2 (or more) Sales Reps on a single Customer account, where the 2 sales reps are splitting all of the sales into that account.
In some cases, you may have 2 sales reps that call on the same customer, and share some portion of the split between them. In these cases, you have two options:
a) Use two different Sales Rep entries for the Customer, and manually split the sales between them at Invoice Entry time. This method creates more work on the import side, but no addition work is required on the reporting side to generate a report that shows the correct amount of commissions earned by the sales rep.
b) Use a shared Sales Rep entry for the Customer. This would be in the format of something like "Lisa-Jim shared account" and would be assigned to the customer that is shared. All sales would be credited as normal to this sales rep as invoice entry time, and the split between the two would be handled manually at report generation time. This method has the advantage of making data entry much easier, but does require the amount to be split at reporting time to pay each sales rep the proper amounts.
2) Two sales reps call on the same customer, but each represents a different line for that customer.
In this case, you would create separate Customer entries for each line represented. Each customer entry can be assigned the correct sales rep for that line, and no additional work is required at invoice entry or reporting time to separate these sales. Each customer entry should be named uniquely so that they are easily identified in the system -- an easy example of this is just to add the name of the line at the end of the customer name, "abc co. - awesome products".
For this case, the same split calculations apply as normal, so a split between the house and the rep can still be done as normal, and that applies to the corresponding line for each customer and assigned rep.
There are many commissions systems that are in use. If you have specific questions about how to apply your rules in MRSware, please let us know.
Now, for any customers where the sales rep is paid a different percentage of the commissions, we need to set that split rate on an individual customer basis. This is done in the Customer listing screen, by entering the correct percentage for that customer in the Split Rate field in the Edit Customer dialog. This is where you would enter your 100 (for 100%) for the cases where the sales rep was paid all of the commissions that the agency is paid by the manufacturer for that account, for example.
At this point, we have the system set up to automatically calculate the splits for all of the accounts that are called on by one sales rep. The splits are calulated automatically based on the percentages entered, and show on reports. Most reports have the ability to show any of the 3 commission fields, so that the generated reports have what you would like the sales rep to see as far as commissions go. Data Analysis has the ability to show all (or any) of the 3 commissions columns at the same time.
Exception cases: There are a couple of commission cases that are not covered by the above splits built into MRSware.
1) Split between 2 (or more) Sales Reps on a single Customer account, where the 2 sales reps are splitting all of the sales into that account.
In some cases, you may have 2 sales reps that call on the same customer, and share some portion of the split between them. In these cases, you have two options:
a) Use two different Sales Rep entries for the Customer, and manually split the sales between them at Invoice Entry time. This method creates more work on the import side, but no addition work is required on the reporting side to generate a report that shows the correct amount of commissions earned by the sales rep.
b) Use a shared Sales Rep entry for the Customer. This would be in the format of something like "Lisa-Jim shared account" and would be assigned to the customer that is shared. All sales would be credited as normal to this sales rep as invoice entry time, and the split between the two would be handled manually at report generation time. This method has the advantage of making data entry much easier, but does require the amount to be split at reporting time to pay each sales rep the proper amounts.
2) Two sales reps call on the same customer, but each represents a different line for that customer.
In this case, you would create separate Customer entries for each line represented. Each customer entry can be assigned the correct sales rep for that line, and no additional work is required at invoice entry or reporting time to separate these sales. Each customer entry should be named uniquely so that they are easily identified in the system -- an easy example of this is just to add the name of the line at the end of the customer name, "abc co. - awesome products".
For this case, the same split calculations apply as normal, so a split between the house and the rep can still be done as normal, and that applies to the corresponding line for each customer and assigned rep.
There are many commissions systems that are in use. If you have specific questions about how to apply your rules in MRSware, please let us know.
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