managing sales commissions - abc financial...sales commission groups give you flexibility to create...

Managing Sales CommissionsMarch 30, 2012

ContentsAbout Sales Commissions ....................................................................................1Sales Commission Groups ...................................................................................2Inventory Items .....................................................................................................4

Catalog Items .................................................................................................4Club Items ......................................................................................................5

Payment Plans ......................................................................................................6Employee Sales Commission Levels ....................................................................7Sales Commissions ..............................................................................................7

View and Track Sales Commissions ..............................................................8Override the Commission Rate ....................................................................10Override the Commission Split .....................................................................11Add Sales Commissions to a Previous Sale ................................................12

Reports ...............................................................................................................13Security Roles .....................................................................................................14

About Sales CommissionsSales commissions are a great way to reward your staff for successfully completing the sale of inventory items such as memberships, training sessions, or merchandise through POS.

In DataTrak you can

• Create a sales commission group.

• Attach a commission group to an inventory item.

• Set commissions for a payment plan.

• Assign a commission level to an employee.

• Track employee commissions based on products or services sold.

• Generate reports for a given time period.

• Set security roles.

1© 2012 ABC Financial Services, Inc. All rights reserved.

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DataTrakManaging Sales Commissions

March 30, 2012

Sales Commission GroupsSales Commission Groups give you flexibility to create and manage sales commissions. You can create one standard group that applies to every sales situation, or you can have different groups for each type of sale. When creating sales commission groups, please note the following guidelines:

• You can have an unlimited number of commission groups.

• Each group must have a unique name.

• Commission groups can have up to five (5) levels.

• You can create two types of ranges: Total Amount Sold and Total Units Sold.

o Total Amount Sold – the commission is based on a percentage of the total sales amount.

o Total Units Sold – the commission is based on either a flat dollar amount per item or a percentage of the amount per item sold.

• The Total Amount Sold or Total Units Sold amounts cannot overlap.

• The Total Amount Sold is calculated when the sale occurs, not when the club actually receives the money.

To create a commission group

1. Click Setup.

2. In the Settings submenu, click Sales Commission Groups.


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3. On the Sales Commission Groups page, click Create.

The Edit Commission Group page appears.

4. Type a Group Name.

You can also click Auto Name to have DataTrak generate a group name based on the range type and level 1 value.

5. Select the Range Type: Total Amount Sold or Total Units Sold.

6. Enter the amount for each level.

o For Total Amount Sold range types, you can only use percentages.

o For Total Units Sold range types, you can use flat dollar amounts or percentages.

Click the Dollar sign or Percent sign next to each level to toggle from one to the other.

7. In the Catalog Items section, click the Add icon to attach the commission group to one or more catalog items.

8. Click Save.


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Inventory ItemsOn the Edit Sales Commission Groups page you can add a catalog item to a sales commission group.

Another way to attach an inventory item to a commission group is from the catalog item or club item itself. For example, when you create a new inventory item you can attach it to an existing sales commission group.

For more information, see the following topics:

• Catalog Items

• Club Items

Catalog ItemsYou can attach a commission group to a catalog item on the Edit Catalog Item page. Each catalog item’s sales amount for the attached commission group is summed together to determine the final sale price used for the commission.

To attach a commission group to a catalog item

1. Click Setup.

2. In the Inventory submenu, click Catalog Items.

3. Select the desired catalog item.

4. On the Edit Catalog Item page, click the Secondary tab.

5. In the Sales Commissions section:

o Select whether or not this is a Fixed Commission Group.

- If set to Yes, the Club Item Commission Group cannot be modified.

- If set to No, the Club Item Commission Group can be modified.

o Select whether or not to Require Commissions.

If set to Yes, you will be required to select an employee to receive commissions for the item sold through POS.


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o Click the Commission Group link to select a commission group.

6. Click Save.

Club ItemsIf the commission group is not fixed on the catalog item, you can attach the commission group to the club item. Otherwise, the commission group details are read only.

To attach a commission group to a club item

1. Click Setup.

2. In the Inventory submenu, click Club Items.

3. Select the desired club item.

4. In the Commission Group section, click the link to select a commission group.

5. When finished, click Save.


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Payment PlansYou can pay commissions for memberships sold. Say you have two types of agreements: $100 EFT or $200 EFT. One has a $19.99 down payment and the other has a $29.99 down payment. Each type can have different sales commission percentages based on the total dollars sold.

In the payment plan you can set commissions for the total contract value based on total dues or total monthly payments. You must also select a catalog item, which is used to determine the commission group.

When the new agreement is posted to ABC’s billing system, DataTrak writes a POS sale to the payment plan. The amount of the sale and the commission value will be displayed as separate values.

To set commissions in the payment plan

1. Click Setup.

2. In the Electronic Agreement Setup submenu, click Payment Plans.

3. Select the desired payment plan.

4. Click Next until you get to Renewal – Step 3.

5. In the Commissions section:

o Select the Total Contract Value.

Note: Open-ended schedules use one (1) as the number of payments, or only one month’s dues are used in the calculation.

- Total Dues – The sum of all future dues payments that will be made on the contract. For example, (Dues * Number of Payments).

- Total Monthly Payments – The sum of all future payments of any kind. For example, ((Dues + Tanning + Childcare.) * Number of Payments).

- None – Indicates that this plan does not have commissions attached to it.

o If you selected Total Dues or Total Monthly Payments, you must attach a catalog item. Click the Catalog Item link to find and select a catalog item.

When you select an item you are returned to the Edit Payment Plan page and the item is attached.

6. Click Finish.


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Employee Sales Commission LevelsYou can set a sales commission level for each employee. DataTrak allows you to set up to five commission levels.

Note: When you create an employee record, the default value for Sales Commission Level is No Commission.

To set a sales commission level for an employee

1. Click Setup.

2. In the Employee submenu, click Manage.

3. Select the employee.

4. On the General page in the Employment section, select the Sales Commission Level from the list.

5. Click Save.

Sales CommissionsYou can use the Sales Commissions page to perform the following tasks:

• View and track sales commissions

• Override the Commission Rate

• Override the Commission Split

• Add sales commissions to a previous sale

You must have the appropriate security roles to view and modify the Sales Commissions page.


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View and Track Sales CommissionsThe Sales Commissions page allows you to view and track sales commissions for one or more employees.

To access the Sales Commissions page

1. Click Setup.

2. In the Employee submenu, click Sales Commissions.

3. Enter search criteria to find the information you desire.

o Select the Club.

o Select the View: Detail or Summary.

- The Detail view displays the following columns:

• Receipt #• Date/Time• Member• Employee• Sale Item• Commission Value• Commission Rate• Split• Commission Amount• History

An example of the Detail view is shown below:

- The Summary view displays the following columns:

• Employee• Commission Level• Sale Amount


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• Commission AmountAn example of the Summary view is shown below:

o Select the commission Level: All, 1, 2, 3, 4, or 5.

o If you selected the Detail view, select Yes or No in the Has Commission list.

o Select the Transaction Date.

o Select the desired Employees.

4. Click Search.

Once you have your search results, you can sort on all of the columns except for the History column. To view receipt information, click a link in the Receipt # column. To edit commissions click a link in the Commission Rate or Split columns. (For more information, see Override the Commission Rate or Override the Commission Split.)

If any changes have been made, you can click the View link in the History column. The Sales Commission History dialog box will appear with information about the change as shown in the example below.


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Override the Commission RateWith the appropriate security roles you can override sales commissions by changing the commission rate.

To override the commission rate

1. Click the desired link in the Commission Rate column.

The Sales Commission Override dialog box appears.

2. Click the percent button to enter the amount in percentages or click the

dollar button to enter the amount in dollars.

3. Enter a new commission rate.

4. In the Reason text box, enter an explanation for the override.

5. Click OK.


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Override the Commission SplitWith the appropriate security roles you can override sales commissions by changing the commission split.

To override the commission split

1. Click the desired link in the Split column.

The Edit Sales Commissions dialog box appears.

2. Select the Department.

3. Select the Employee.

4. Select the percentage amount or click the button to Split Commissions Equally.

5. Click OK.


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Add Sales Commissions to a Previous SaleAs long as the catalog item already has a commission group attached, you can add sales commission to a sale that was rung up without it.

To add sales commissions to a previous sale

1. Click Setup.

2. In the Employee submenu, click Sales Commissions.

3. Click Add New in the lower right-hand corner of the page.

4. Find the desired receipt and click the receipt Date/Time link.

The Sales Commissions dialog box appears.

5. Select the employee to receive commissions.

6. Click OK.


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The commission is added to the Sales Commissions page.

ReportsYou can run reports on sales commissions using the following columns, which have been added to the POS/POS Item Commissions report category.

• Commission %

• Commission Amount

• Commission Closed Date/Time

• Commission Group

• Commission Level

• Commission Period

• Commission Period End

• Commission Period Start

The following is an example of the new columns on the Edit Report page.


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Security RolesYou must have the appropriate security roles to view and use the Sales Commissions page and the Sales Commissions Groups page.

SalesCommissions

The security functions for managing the Sales Commissions page are in the Employee category. These functions are described in the following table:

SalesCommission

Groups

The security functions for the Sales Commission Groups page are in the POS > Tiered Sales Commissions category. These functions are described in the following table:

Security Role Description

Sales Commission Add – Perform Allows you to add sales commissions to sales that were rung up without sales commissions.

Sales Commissions – Access Allows you to view the Manage Sales Commissions page.

Sales Commissions – Edit Allows you to edit sales commissions,

Security Role Description

Commission Group – Access Allows you to manage Commission Groups

Commission Group – Edit Allows you to edit Commission Group details

Commission Group – Edit Catalog Items Allows you to associate Catalog Items with Commission Groups

Commission Group – Set Allows you to associate Club Items and Catalog Items with Commission Groups

Commission Group Details – View Allows you to view Commission Group details

Commission Periods – Access Allows you to manage Commission Periods

Commission Periods – Change Dates Allows you to change the start and end dates of Commission Periods

Commission Periods – Close Allows you to close Commission Periods

Commission Periods – Reopen Allows you to reopen Commission Periods


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managing sales commissions - abc financial...sales commission groups give you flexibility to create...

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