Running the Commissions Report

The Commissions Report calculates the sales commissions for all or part of your company's sales force. Totals and grand totals are calculated for each salesperson. Because each company can use the Commission Report differently, see the Commissions Report Guidelines for more details about how the report pulls data from the system.

Important: Invoices with a zero ($0.00) A/R open amount are treated the same as a blank amount on the report.

To report on collective, or pooled, commissions, use the Pooled Commission report.

Note: If you run this report frequently, you can save your selections and associate those settings with your user ID. Use the File > Save Settings option to use this feature. When you run the report again, the system displays the selections you made the last time. If there is no default or saved setting, the field is blank. For more information, see How the System Saves Settings on Reports.

For a description of the report, see What the Report Shows at the end of the topic.

To select the information for the Commissions Report:

Open the Commissions Report window from one of the following paths:

From the Reports > End of Month Reports > Salesperson & Writer Reports menu, select Commissions.
From the Orders > Reports > Commissions Report, menu, select Commissions Report.

In the Branch/Territory/All field, enter the branches or territories to include in the report.

To use a commissions profile, do the following:

Do this:

To...

Use the Commissions Profile option

select if you want to use a commissions profile and, if so, which profile to use when running the report. Using a Commissions Profile limits the report to only those users assigned that profile.

The system activates the Profile field and the Commission Posting area on the Additional tab.

Select a period from the Period field drop-down list.

select the profile dates for the commission profile to use.

Using a Commission Profile and Period populates the Start Date and End Date fields in view only mode.

Skip to Step 5.

In the Start Date and End Date fields, enter the date range of invoices to include in the report. The system populates the End Date field with the date entered in the Start Date field, however, you can change the date. Both fields accept variable dating. More

The date here complies with your selection in the Invoices field, either invoiced or paid. You can enter an actual date or variable date. When you select Unpaid, the Start Date and End Date fields are as of dates. When you select Paid, the Start Date and End Date fields act as a date range. For example, you paid invoices on 02/09/2009, and ran the report from 02/01/09 to 02/28/2009. If you selected Paid when you ran the report, the report includes invoices that were paid between the date range you entered. If you select Unpaid, the report also includes invoices that were not paid as of 02/01/2009.
In the Unbilled Freight field, select how the system handles unbilled freight charges in the gross profit calculations.
- Add to Cost - The system adds the unbilled freight charges to the product cost. This is the default setting.
- Subtract from Net - The system deducts the unbilled freight charges from the net sale amount. If you subtract unbilled freight from the net sale amount, the calculated gross profit percent may be different from that calculated by adding unbilled freight to the cost.
- Ignore - The system ignores unbilled freight charges.
In the Select Branch field, select Shipping or Pricing to define the type of branch on which to run the report.

In the Select and Secondary Sort field, specify how to select and sort the orders below the branch.

In the Calculate Commission Based on field, select how to determine what criteria the system uses to calculate commissions.
1. Plan Comm Base - Uses each salesperson's commission base. This is the default.
2. GP $ - Bases calculations on gross profit dollars.
3. Sales $ - Bases calculations on sales dollars.
4. Net Sales $ - Bases calculations on net sales dollars. This option subtracts cash discounts allowed from the sales dollars.
Note: If you select anything other than Plan Comm Base, that value overrides the value in every included commission plan's Commission Base field, normally used to calculate the commissions for the salespeople on this report.
In the Commission Plan Option field, select which commission plan option to report on. More
The field displays one of the following, depending on the setting in the Assign Commission Plan At Time Of Invoice Process control maintenance record. Invoiced is the default if the control maintenance record is set to Y, otherwise, only Salesperson and Current display as options.

The system calculates commissions over the defined start and end dates for one of the following:
- Salesperson - The report ignores all overrides and Bill-to and Ship-to plans and reports commissions based on the plan currently assigned to the salesperson or writer, depending on how you run the report.
- Current - The report states commissions based on the first plan it finds in the following order:
- Line item override.
- Order level override.
- Currently assigned ship-to plan.
- Currently assigned bill-to plan.
- Currently assigned salesperson plan.
- Invoiced - The report states commissions based on the first plan it finds in the following order:
- Line item override.
- Order level override.
- Currently assigned ship-to plan.
- Currently assigned bill-to plan.
- Currently assigned salesperson plan.
In the Salesperson/Writer ID field, enter the user to run the report for. Use the Multiple button to select more than one ID.

You must be assigned the COMMISSIONS.USER.AUTH authorization key to run the report for other users.

Note: The transactions selected for a salesperson or writer are based on the salesperson or writer identified in the header of the sales order.

In the Commission Plan field, enter the commission plan ID for which to run the report. Use the Multiple button to select more than one plan.
In the Forced Commission Plan Override field, enter a commission plan to calculate a commission report for people who get paid according to this commission plan without being associated with individual sales orders, such as a sales manager.

Use the Multiple button to run the report with multiple forced commission plan overrides. More

In the Items Over Max Collection Days field, enter one of the following to determine how the system respects the settings on the Commission % by Collection Days in Commission Maintenance: Include, Exclude, or Only. More
- Include - Includes orders that were paid after the maximum collection days. If there is a setting on the Commission % by Collection Days screen, then the percentage paid is based on the number of days to pay.
- Exclude - Does not include orders that were paid after the maximum collection days.
- Only - Includes only orders that were paid after the maximum collection days. If there is a setting on the Commission % by Collection Days screen then the percentage paid is based on the number of days to pay.

This field works only with respect to invoices paid after the maximum collection days, which is set in the Customer Maintenance Additional Customer Credit Data window.

Note: The Maximum Collection Day Date control maintenance record tells the system to calculate the number of days it took for the customer to pay, based on invoice date or due date.

In the Directs field, indicate if you want to include directs on the report. The default is Include.
In the Rentals field, indicate if you want to include rentals on the report. The default for rentals is Exclude.

Rental rate percentages are defined in the Default Rental Gross Margin Commission Percentage control maintenance record.

The gross profit percentage to use for calculating commissions on rentals is defined in the Commission Base Rental GP% control maintenance record.

In the Mode area, select the level of report detail.
1. Summary - Omits individual invoice details and lifecycle information.
2. Detail - Includes every invoice for every customer on which a commission is calculated, along with the associated commission information. More
  The report shows the following in detail format:
  1. Salesperson and customer.
  2. Invoice number, date, and net amount of commission sales.
  3. Commission dollars and commission percentage.
  4. Customer override percentage and commission group.
In the Invoices area, select an invoice type.
- Invoiced - Selects and calculates commissions for both paid and unpaid invoices.
- Paid - Selects and calculates commissions for paid invoices.
- Unpaid - Selects and calculates commissions for unpaid invoices.
Note: The system uses data from converted A/R invoices.

The commission report selects invoices that were paid within the date range specified on the report.
The system considers the following scenarios to determine if an invoice is paid: An invoice is considered paid:
- If it was paid in full within the date range selected on the report. Partly paid invoices are not commissionable until the date that the balance is paid in full.
- If payments are made within and outside of the specified date range, as long as the final payment occurs within the date range selected on the report.
- For an invoice that contributed to a consolidated invoice, if the consolidated invoice was paid within the selected date range. The report shows the invoices that composed the consolidated invoice and not the consolidated invoice itself.
- If all or part of the invoice amount is adjusted to a general ledger account that is not listed in the Exclude Postings To These Accounts control maintenance record. If only part of the invoice amount is adjusted, the remaining balance must be paid before this invoice is considered paid. If an invoice has an amount adjusted to an account listed in the Exclude Postings To These Accounts control maintenance record, the amount is considered paid.
Select Selection > Select Criteria to include additional options on the report, such as, customer bill-to, customer type, or ship via.
Set options, if needed, and generate the report.

Note: If prompted for a display cost, select Generic Cost, Cost of Goods Sold, or None.

More Options for the Commissions Report

The following scenarios can be added to your Commissions Report output:

To...	Selection / Description
modify the report column layout	File > Report Column Selection You can select different columns to display on the report, rearrange the column order, and adjust the column width. Some of the column selections are listed in "What the Report Shows," below.
To add charge back costs for invoices	Additional Selection > Charge Back Define a percentage of a salesperson's calculated commissions to charge back for any invoices within a date range that still have an open A/R balance. For example, when running this report for the month of May, you could charge back a percentage of any salesperson's commissions on orders invoiced during the month of January that have still not been paid. Charge backs are valid only when the Invoiced mode is specified on the report.
To show a salesperson's orders that do not have a commission plan associated.	Additional Tab > Show Salesperson Without Plan Note: Because these orders do not generate any commission dollars, also set the Include Zero Commission Sales field to Include. The report also shows gross profit dollars, sales or net sales totals, as defined in the Calculate Commission Based on field, but without a calculated commission. The system associates a plan with an order using the following sequence: Line Item Override Order Level Override Ship To Override Bill To Override Salesperson If you deselect this option, the report shows only orders where a plan is found in the above hierarchy. If the system does not find a plan for that salesperson for a particular order, that order is excluded from the report.
To generate the detailed report, including those sales that did not generate a commission.	Additional Tab > Include Zero Commission Sales Deselecting this item generates the summary report version, which still lists all selected salespeople, even those with no commissions due. If you run the report in summary version and deselect this item, the report still includes salespeople with a total commission of 0.00 on the report.
To show totals and subtotals on the report.	Additional Tab > Display Totals
To generate the report showing miscellaneous charges, such as rentals and labor charges, in the profits used to calculate commissions.	Additional Tab > Include Miscellaneous Charges
To report on invoices that have a zero total and no associated cash receipts as paid invoices.	Additional Tab > Treat Zero Dollar Order as Paid To include invoices when this option is selected, the invoice generation must have a total of $0.00 or the accounts receivable balance for the invoice must be zero. The system respects this item only when the report is run for paid commissions. Runtime increases when you enable this option.
To sort the orders by the type of branch specified in the Select Branch field.	Additional Tab > Sort by Branch If de-selected, the report sorts the orders by order number.
To include the Product Lifecycle Commission Override	Additional Tab > Include Product Lifecycle Commission Override If selected, the system checks every product for a product lifecycle value. If the product lifecycle has a commission plan override defined in Product Lifecycle Maintenance, then the system checks the number of days in the lifecycle to select the correct commission plan override. This plan is used instead of the standard commission plan for the writer, inside or outside salesperson. Select Writer or Inside Salesperson based on how you need to sort the report results. Note: When Product Lifecycles are enabled and the Commission Plan Override is set at the line item level for deducting unbilled freight, the system deducts unbilled freight for each line item printed for the commission plan.
	If you have the Commission Plan Option field set to Current or Invoiced, then the system uses commission plan hierarchies, if more than one commission plan is found.
	If you have the report set to run to Deduct at the Line Item Level, this option is automatically selected. This ensures that commission plan hierarchies are applied if more than one commission plan is found.
	The radio button group below it is disabled when the Select and Secondary Sort field has a value, and the entity matches the settings in the Select and Secondary Sort field.
	The Lifecycle ID or Lifecycle Description columns do not display in the Summary mode or the default column list, but you can add it in the user-defined columns.
To manage commission postings	Additional Tab > Commission Posting area Select how you want to view the commissions: Preview - Displays commissions details as they will be shown in the Salesperson Commissions window. No data is saved or posted to the Salesperson Commissions window. Post Commissions - Displays and posts commissions details for the Salesperson Commissions window. If the posting period has not been reported on previously, the system adds a line item in the Salesperson Commissions window.
To manage commission postings	For a period posted previously, if you run this report in Preview or Post Commissions mode, the system displays any overwritten values in bold text. However, the system will not overwrite any values edited from the Salesperson Commission window, only those posted through the Commission Report run in first-run Post Commissions mode. Note: These options are only available if a value has been selected in the Commissions Profile field on the General tab.

What the Report Shows

Use the Report Column Selection, described in step 6, above to select which of the following fields to display on the report. The Commissions Report can show the following information:

Column	Description
Actual Comm$	The amount retrieved from the Salesperson Commissions window. This amount may be different from the system-calculated Comm$ because it can be overridden in the Salesperson Commissions window.
Adj GP$	The amount on which commissions are calculated, adjusted by gross profit dollars.
Adj GP%	The amount on which commissions are calculated, adjusted by gross profit percent.
Adjusted Cost	The cost on which commissions are calculated, adjusted by options such as split commissions or maximum collection days calculations.
Adjusted Net	The net cost on which commissions are calculated, adjusted by options such as split commissions or maximum collection days calculations.
Branch	The branch identified in the Select Branch field on the report, either shipping or pricing.
Comm $'s	Commission dollars earned. Subtotals display for this column.
Comm %	Commission percent earned.
Comm Group	The commission group entered on the report.
Comm Range	The percent or dollar range for which the commissions were calculated, as defined in the commission plan.
Net Comm $'s	Commission dollars earned. This is the commission minus the unbilled freight deduction applied.
Cost	Cost of items on which commissions are calculated.
Cus Ovrd%	Any commission overrides specified for a customer on the Customer Commission Overrides screen in Customer Maintenance.
Draw Amount	The amount retrieved from the Next Draw Amount field on the Salesperson Draw Maintenance window.
GP $	Gross profit dollars.
GP%	Gross profit percent.
Lifecycle ID	The lifecycle ID assigned to the product, if any. The lifecycle ID is based on the date and commission plan that applied when the sales order was invoiced and if there were entries in the Product Lifecycle Queue at that time. If entries in the Product Lifecycle Queue exist, then the date and lifecycle ID are saved from that posting. Based on this entry, the system determines which commission plant to use referencing the commission plan details from the Product Lifecycle Data tab in Product Lifecycle Maintenance.
Net Amt	Net amount of sales.
Net Sales	Net amount of sales minus any cash discount. Note: This column displays only for commission plans that pay on the order level and are based on net sales. For all other combinations of "pay on" and "base" this column will be the same as net amount.
Notes	System generated statement informing of anything causing a commission increase or reduction, such as split commissions or maximum collection days.
Pay Date	Date on which the order was paid.
Pay On	The option selected in the Calculate Comm Based on field on the report.
Subtract Frght	The amount of unbilled freight deducted from the commission dollars (Comm $'s column) Subtotals display for this column.
YTD Comm$	Fiscal year-to-date from the Salesperson Commissions window.
YTD Draw Amount	Fiscal year-to-date draw amounts from the Salesperson Commissions window.

Option	Selects orders by...	Sorts orders by...	Prints in alphabetical order...
In Salesperson	inside salesperson	commission plan	the inside salesperson, followed by the subtotals for each commission plan assigned to that salesperson and a total for the salesperson.
Out Salesperson	outside salesperson	commission plan	the outside salesperson, followed by the subtotals for each commission plan assigned to that salesperson and a total for the salesperson.
Writer	writer	commission plan	the writer, followed by the subtotals for each commission plan assigned to that writer and a total for the writer.
Plan by Writer	commission plan	writer	the commission plan, followed by the subtotals for each writer assigned to that plan and a total for the plan.
Plan by In Salesperson	commission plan	inside salesperson	the commission plan, followed by the subtotals for each inside salesperson assigned to that plan and a total for the plan.
Plan by Out Salesperson	commission plan	outside salesperson	the commission plan, followed by the subtotals for each outside salesperson assigned to that plan and a total for the plan.