Navigate Statements

Learning Objectives

After completing this unit, you’ll be able to:

• Describe the key sections of a rep commission statement.
  
• Explain the differences between a statement’s admin view vs. a rep view.
  

What Are Statements?

Salesforce Spiff simplifies the commission process by delivering real-time, automated calculations for commission statements, ensuring trust across the organization. Commission statements are essential tools for both admins and sales reps, as they provide a detailed view of commission performance.

For sales reps, commission statements offer transparency and motivation. By allowing reps to see the results of their efforts in real-time, companies can foster increased productivity and top-line growth. Additionally, with Spiff’s automation, admin teams receive fewer questions and disputes at the end of commission periods. This improves the efficiency of the entire compensation process and builds trust between teams.

Key Sections of a Rep Statement

When a rep logs in to Spiff, they are presented with a commission statement. Each section of the statement serves a specific purpose and contributes to the rep’s understanding of their commission earnings.

Header

The top of the statement shows the rep’s name and the commission plan they are on. This helps reps quickly verify that they are viewing the correct statement. Underneath the plan name is the last calculated timestamp, which shows when the statement was last recalculated. Unfrozen statements typically recalculate overnight, while admins have the option to manually recalculate as needed.

Top-Level Metrics

This section includes the most critical performance metrics that the rep needs to see. By default, Salesforce Spiff provides three standard metrics (which you learn about in the next unit). Admins also have the option to add custom metrics here to provide reps with a tailored view of their performance.

Payout Rules

The payout rules section breaks down the specific components, or rules, that make up the rep’s commission. If the rep’s plan has multiple components, these will be displayed as individual sections. Any manual adjustments or draws that an admin has entered will also appear here. Additionally, any ghost rules (visible only to admins) and what-if rules (visible to both admins and reps) are listed here.

The combination of these sections provides reps with clear insight into their commission breakdown, ensuring they understand how their earnings are calculated.

Admin View Versus Rep View of Statements

Admins and reps generally see the same information on a commission statement, but there are some key differences in functionality and visibility. Understanding these differences helps admins manage expectations and resolve any potential issues reps may encounter.

Admin View

Admins have full control over the statement. They can edit, recalculate, freeze, make adjustments, and apply draws as needed. Additionally, admins have access to ghost rules, which are hidden from reps and used for internal tracking. They also have the ability to view and manage hidden plans, enabling them to create and test commission plans in full before they are visible to reps, ensuring accuracy and preventing any potential issues.

Rep View

Reps see a streamlined version of the statement, with access to performance metrics and payout rules. However, they cannot edit or adjust the data. Key actions like recalculating and freezing are not available in the rep view, and ghost rules or hidden plans are not visible to them. Reps can download their statement and submit support tickets if needed.

Let’s continue the conversation in the next unit, where you explore top-level statement metrics and other available metrics that can be added to rep statements.