Set Up Sales Reps and Commissions

In this process, you will be setting up sales reps / web affiliates and configure commission sources.

There are several sources for the sales rep commissions that allow you to specify the commission based on the customer location, customer type, categories and products and sales reps.

Sales representatives and web affiliate commissions are processed and paid in the same manner.

At the end of this session, users will set up the details for sales reps and web affiliates and determine commission sources.

Create Sales Rep Groups / Representatives

Set up Details for Sales Reps / Web Affiliates

To complete this task, do the following:

1. From the Customer Module, go to Sales > Sales Rep Class Template. The Sales Rep Class Template form will display.
   
   

   A default sales rep class template is available for use in setting up new sales rep groups. You can modify or add to these sales rep class templates.

2. In this example, we will create a class template for internal sales reps and a class template for web affiliates. Click on the New button to create a new sales rep class template.
   
   
3. Provide a class template code and description (e.g. Sales Rep Class).
   
   
4. Select where the sales rep commission will apply (e.g. Profit).
   
   
5. Enter the default commission percent for internal/external sales reps (e.g. 12%). You can always adjust the commission percent as you process orders linked to the sales rep.
   
   
6. Click on the Is Active checkbox to include the class template in the options.
   
   
7. Save the class template or save and new to keep adding sales rep class templates.
   
   
8. Create another class template for web affiliates (e.g. Web Affiliate Class).
   
   
9. Select where the sales rep commission will apply (e.g. Sales).
   
   
10. Enter the default commission percent for web affiliates (e.g. 5%).
    
    
11. Click on the Is Web Access checkbox to allow the web affiliate access to the main website that the affiliate will link to.
    
    
12. Save and close when done.

Create Sales Rep Groups

To complete this task, do the following:

Create New Sales Rep Group

1. From the Customer Module, go to Sales > New Sales Rep to bring up the New Sales Rep Wizard.
   
   
2. Provide primary information.
   1. On the first page of the New Sales Rep Wizard, enter the sales rep group name and the full name of its primary contact.
      
      
   2. The default country is selected. Enter the postal code of the sales rep location. The country will filter the sales rep class templates to use.
      
      
   3. Select the class template to use (e.g. Sales Rep Class).
      
      
   4. Click Next to continue.
      
      
3. Modify sales rep setup information.
   1. On the next page of the wizard, you will find that most of the fields are filled in by the class template.
      
      
   2. In the Setup tab, you will find that most of the fields are already filled in by the class template. Add the sales rep group address and contact numbers and modify the values filled in by the class template.
      
      
   3. Enter a commission percent if there is not default commission percent provided by the class template.
      
      
   4. Select where the commission.
      
      
4. Create sales rep contact information.
   
   The sales rep class template will fill in most of the information for your sales rep group. You can modify the information provided by the class template as necessary.
   
   1. The sales rep class template will fill in most of the information for your sales rep group. You can modify the information provided by the class template as necessary.
      
      

      Sales – commission is taken from a percent of sales Profit – commission is taken from a percent of the profit Sales commissions follow a hierarchy where commission is first based on the ship to, customer, inventory then sales rep. When Default is specified in the Ship To, it will go down to the next level in the hierarchy and looks for commission details in the customer and so on. Sales Rep – commission percent is based on the assigned sales rep Customer – commission percent is based on the customer Default – the commission percent will be based on the inventory item. If there’s no commission set up for the item, the system will look for the commission percent in the sales rep. Otherwise, there will be no commission percent. If you are creating a sales rep profile for web affiliates, you can enter their affiliate site URL as their website information. The Web Affiliate Site URL that web affiliates use to link from their website follows the sample format: www.mycompanywebsite.com/?affiliateid=REP-000001 Create Bill for Commission – if yes, Interprise Suite will allow you to assign an existing supplier or generate a new supplier file parallel to the sales representative. In order to process and pay sales rep commissions, Interprise Suite needs a supplier file with a commission expense account assigned to it. Leave blank if you want to generate a parallel supplier profile for the sales rep used in processing commission bills and payments. You can choose to have a different website skin if a visitor clicked on the affiliate site linked from the affiliate’s website. You can simply specify the sort number of the skin e.g. 2.

       

5. In the Default Contact tab, you will find that the information you provided in the Setup tab was copied onto this tab. You can adjust the details as necessary. You can add contacts or sales representatives later on. Click Next to go to the next step.
   
   
6. From the last page of the New Sales Rep Wizard, you can either finish the setup by clicking or create a new sales rep by clicking on the Add New option.
   
   

   General
   Sales Rep
   Class Codes
   Active?	Yes / No
   Country
   Address
   City, State, Postal Code
   Telephone \ Ext
   Fax \ Ext
   Email
   Website (a)

   
   

   Setup
   Commission % (b)
   Apply To (c)
   Territory Code
   Create Bill for Commissions? (d)	Yes/No
   Supplier Name (e)	Select from existing or generate new
   Default Skin ID (f)

   
   

   Categories
   Category
   Commission

Create Web Affiliates

To complete this task, do the following:

If you are creating a sales rep profile for web affiliates, you can enter their affiliate site URL as their website information. The Web Affiliate Site URL that web affiliates use to link from their website follows the sample format: www.mycompanywebsite.com/?affiliateid=REP-000001

• Web affiliates are created in the same manner as the internal / external sales reps. The generated sales rep code e.g. REP-000002 (if you chose not to change the sales rep code)

Determine Source for Commissions

Determine the Source for Sales Rep Commissions

Sales rep commissions can be based on several sources that follow a hierarchy:

• Customer Ship To – which is the foremost source for customer information that includes sales rep commissions. Whatever commission option is set in the customer ship to overrides the commission information from all other sources. Choosing this option allows you to plan an area-specific commission for sales reps.
  
  
• Customer Billing – which is the secondary source for customer information that includes the sales rep commissions. If the commission option in the Customer Ship To is set to Default, the system will get the commission information in the next step in the hierarchy which is the Customer Billing. Choosing this option allows you to plan a customer-specific commission for sales reps.
  
  
• Items – which is the third source for sales rep commissions. If the commission option in the Customer Ship To is set to Item, the system will get the commission information in the Items. Choosing this option allows you to plan item-specific commissions.
  
  
• Sales Rep – which is the last source for commissions. If the commission option in the Customer Ship To, Customer Billing and Item is set to Sales Rep, the system will get the commission information from the sales reps. Choosing this option allows you to plan a sales rep-specific commissions. This is the default setting in Connected Business.

To complete this task, do the following:

• Decide if you want to get the commissions from the customer shipping, customer billing, sales rep or item.
  
  

Plan an Area-Specific Commission for Sales Reps

1. There are two ways to set up area-specific commission for sales reps:
   
   1. Change commission option for existing customer addresses:
      • Go to the Customer Module > Customers > Find Customers > Ship To Customers tab. Open a customer shipping address in the list to bring up the Ship To Detail form. Go to the Setup tab and set the Commission value to Ship To. Then enter a commission percent (e.g. 12% commission for overseas customers).
   2. Change the commission option for new customer addresses:
      • Go to the Customer Module > Setup > Ship To Class Templates to bring up the Ship To Class Template form. Change the Commission option to Ship To and enter the commission percent.
      
      
      

Plan Customer-Specific Commissions for Sales Reps

1. There are two ways to set up customer-specific commissions for sales reps:
   
   1. Change the commission option for existing customers:
      • Go to the Customer Module > Customers > Find Customers > Bill To Customers tab. Open a customer billing record in the list to bring up the Customer Detail form. Go to the Setup tab and set the Commission option to Customer. Then, enter a commission percent (e.g. 10% commission for retail customers).
      
      
      
   2. Change the commission option for new customers:
      • Go to the Customer Module > Setup > Customer Class Templates to bring up the Customer Class Template form. Change the Commission option to Customer and enter the commission percent.
      
      
      

Plan Item-Specific Commission for Sales Reps

1. There are two ways to set up item-specific commissions from products and services:
   
   1. Change the commission option for existing items:
      • Go to the Inventory Module > Items > Find Items. Open an item in the list to bring up the Item Detail form. Go to the Setup tab and set the Commission option to Item. Then, enter the commission percent based on the item (e.g. 10% commission on clothing items).
      
      
      
   2. Change the commission option for new items:
      • Go to the Inventory Module > Item > Item Class Template to bring up the Item Class Template form. Set the commission option to Item and enter the commission percent.

Plan Sales Rep Commisions for Sales Reps

1. There are two ways to set up sales rep-specific commissions:
   
   1. Enter a commission percent for existing sales reps:
      • Go to the Customer Module > Sales Rep > Find Sales Reps. Select a sales rep in the list to bring up the Sales Rep Detail form.
        
        
   2. Enter a commission percent for new sales reps:
      • Go to the Customer Module > Setup > Sales Rep Class Templates. Enter a commission percent for sales reps in this class.