---
title: Sales commissions
description: Set up commission plans, split a deal, get each sales rep’s monthly statement approved through to the payroll bonus, and link sales targets to Performance.
url: "https://illizeo.com/en/centre-aide/crm-sales-commissions/"
updated: "2026-11-08"
category: CRM
---

# Sales commissions

CRM commissions turn signed business into a payroll bonus, with no spreadsheet and no re-entry. Each month, Illizeo calculates one statement per sales rep, detailed deal by deal, from their commission plan. The statement goes through approval, then to payroll as a bonus: no commission is paid without a person’s decision. This article explains how to set up plans, split a deal, read a statement and get it approved, and how sales targets feed into Performance. It is intended for sales managers, payroll managers, CRM administrators and sales reps who want to understand their statement.

## Before you start

- The CRM module must be enabled for your workspace and open to you (see [Enabling and administering the CRM module](https://illizeo.com/en/centre-aide/crm-enable-and-administer/)).
- Permissions in the role matrix, CRM menu, Access level: “Commissions — View” opens **CRM › Commissions** and the statements within your scope; “Commissions — Edit” lets you calculate, recalculate and submit those statements, and change a deal’s split; “Commissions — Create” and “Commissions — Edit” together, with the **All** scope, let you manage plans; “Commissions — Delete”, with the **All** scope, lets you delete one. Sending a statement to payroll by hand requires “Commissions — Edit” with the **All** scope.
- Scopes are set per role in the **CRM scopes** card, **Commissions** domain (see [CRM settings](https://illizeo.com/en/centre-aide/crm-settings/)). A manager’s team is their direct reports, based on the supervision recorded on their contracts.
- Commissions permissions alone do not make a person a billed CRM user.

The permissions granted by default:

| Role | Commissions permissions | Scope | What it gives |
| --- | --- | --- | --- |
| Sales representative | View | Mine | They read their own statements. |
| Sales manager | View, Edit | My team | They read, calculate and submit their team’s statements and their own. |
| Payroll Manager | View, Edit | All | They read every statement and plan, and send waiting statements to payroll. |
| Administrator | All four | All | They can do everything, plans included. |

## How a commission is calculated

The calculation always follows the same path, deal by deal, in order of their close date:

![Diagram: a deal won in the month is split between its sales reps; with no exchange rate, the line is worth 0 and blocks the statement; otherwise the basis in the company currency goes through the scale, the accelerator and the monthly cap to give the statement line.](https://i0.wp.com/illizeo.com/wp-content/uploads/2026/11/crm-sales-commissions-flux-01.en_.png?resize=800%2C1043&quality=80&ssl=1)
Each deal, in order of close date, on the month’s running total.

- **The month’s deals**: opportunities won with a close date in the month, in the company’s time zone. A deal that an import brought in already won does not count; a deal imported while open, then won in Illizeo, does. Opportunities in a pipeline of the **Follow-up** kind never earn a commission.
- **Each person’s share**: with no split entered, the deal’s owner carries 100%; otherwise each person has their share (see below).
- **The basis**: the share of the amount won, converted into the company’s currency at the rate on the day of the calculation. With no exchange rate, the line is worth 0, shows “no conversion rate”, and the statement cannot go to approval.
- **The scale**: a flat rate applies to the whole basis. With tiers, the rate rises with the month’s running total, and each slice is paid at its own tier’s rate, not the whole total at the last rate. Below the first tier, the rate is 0: a plan can start paying only from a given amount.
- **The accelerator**: beyond a percentage of the month’s target, the commission on what exceeds it is multiplied. The target is the one in **Settings › CRM › Sales targets**: the month’s target, failing that the quarter’s divided by 3, failing that the year’s divided by 12. With no target, there is no accelerator.
- **The monthly cap**: it limits the statement’s total. The line that crosses it is cut, and the following lines are worth 0.

Each line is rounded to the cent, and the statement’s total is the sum of its lines. On a deal split at a flat rate, when everyone sharing it is on the same plan, the deal’s commission is rounded once, then shared out: split 60/40, its two lines add up exactly to the deal’s commission.

### An example with tiers

Take a tiered plan: 5% from 0, 7% from 20,000, 10% from 50,000. A sales rep wins a 15,000 deal, then a 10,000 deal in the same month. The first is worth 15,000 × 5% = 750. The second takes the running total from 15,000 to 25,000: 5,000 is paid at 5% (250) and 5,000 at 7% (350), which makes 600. The statement is worth 1,350.

### Which plan applies

A person has only one plan for a month: the one that is active and whose period covers the month. A plan aimed at one of their groups takes precedence over a company-wide plan; between two plans of the same rank, the more recent one wins. A person on no plan has no statement: their deals earn no commission.

## Creating a commission plan

1. Open **CRM › Commissions**, **Commission plans** tab. The tab only exists if your scope on commissions is **All**.
2. Click **New plan**.
3. Enter the **Name** and, if needed, a **Description**.
4. Under **Scale**, choose **Flat rate** and enter the **Rate (%)**, or **Tiers**: for each tier, a **From** amount and a **Rate (%)**; **Add a tier** adds one.
5. If needed, tick **Accelerator beyond the target**, then enter **Beyond (% of the target)** and the **Multiplier**.
6. If needed, enter the **Monthly cap (company currency)**.
7. Under **Population**, choose groups in **Add a group…**. With no group, the plan applies to the **Whole company**.
8. Enter the **Start** and, if needed, the **End**. Leave **Active plan** ticked.
9. Click **Save**.

![Commission plan edit window: name, tiered scale, accelerator beyond the target, monthly cap, population, start and end.](https://i0.wp.com/illizeo.com/wp-content/uploads/2026/11/crm-sales-commissions-03.en_.png?resize=672%2C800&quality=80&ssl=1)
A tiered plan, with an accelerator and a monthly cap.

- A rate ranges from 0 to 100%. A plan has 20 tiers at most, each with its own starting amount.
- The accelerator threshold ranges from 1 to 1,000% of the target; the multiplier is greater than 1, and 10 at most.
- Tier and cap amounts are in the company’s currency.
- Groups are those in **Settings › Manage Employees › Groups**: their named members and the holders of the roles added to them.
- **Edit** changes future calculations; a statement awaiting approval, approved or sent no longer moves. Deleting a plan does not affect statements already calculated, which keep its name.

## Splitting a deal between sales reps

When several sales reps close a deal together, the opportunity’s record has a **Deal split** block, visible with “Commissions — View”. With no split entered, it reads “No split entered: the owner carries the whole deal.”.

1. Click **Edit the split**.
2. Choose a person and their share as a percentage; **Add a person** adds a row.
3. Check the **Total**: it must be 100%, to the hundredth.
4. Click **Save the split**.

![Deal split block of a won opportunity: two sales reps at 60% and 40%, split locked.](https://i0.wp.com/illizeo.com/wp-content/uploads/2026/11/crm-sales-commissions-04.en_.png?resize=800%2C92&quality=80&ssl=1)
A deal split between two sales reps; once won, it can no longer be re-split.

- Changing the split requires “Commissions — Edit”, with a scope that reaches the deal’s owner. The people offered are those who can own opportunities.
- A won deal’s split can no longer change: reopen the deal first. Nor can the split of a deal already on a statement awaiting approval, approved or sent.
- An opportunity in a pipeline of the **Follow-up** kind cannot be split.

## Monthly statements

On the 1st of each month, early in the morning, Illizeo calculates the statements for the past month and submits each one to its approval circuit. A statement that cannot go, for example because a deal has no exchange rate, stays as a draft: it waits for someone to act, and nothing is approved automatically.

Open **CRM › Commissions**. The **Statements** tab lists the statements within your scope, with the **Person**, the **Month**, the **Plan**, the number of **Deals**, the **Total** and the **Status**. Filter by **Month** and by **Status**.

![List of commission statements: person, month, plan, number of deals, total and status, with the Month and Status filters and the Calculate button.](https://i0.wp.com/illizeo.com/wp-content/uploads/2026/11/crm-sales-commissions-01.en_.png?resize=800%2C211&quality=80&ssl=1)
The statements within your scope, one per sales rep and per month.

| Status | What it means |
| --- | --- |
| Draft | Calculated, not yet submitted. It can be recalculated. |
| Awaiting approval | In the approval circuit. It can no longer be recalculated. |
| Approved | A person has approved it. It goes to payroll. |
| Declined | A person has declined it, with a reason. It can be recalculated and becomes a draft again. |
| Sent to payroll | The bonus has been created on payroll. |

With “Commissions — Edit”, the **Calculate** button, followed by the month, calculates the statements for the filtered month, or for the past month if no month is chosen, for the people within your scope. A message sums it up: statements calculated, statements already awaiting approval or approved, people without a plan.

### A statement’s record

Click a person’s name to open their statement. The header gives the status, the plan and the calculation date. The table details each deal: **Deal**, **Account**, **Won on**, **Amount** (in the original currency, then in the company’s), **Share**, **Basis**, **Rate** and **Commission**. On a tiered plan, the Rate column shows “Tiers” when the deal spans several of them; the slices appear on hover. The word “accelerated” flags the accelerator. The bottom of the table gives the basis, the **Total** and, if it applied, “Plan cap applied to the total.”.

![A draft commission statement record: status, plan, Recalculate the month and Submit for approval buttons, and the table of deals with amount, share, basis, rate and commission.](https://i0.wp.com/illizeo.com/wp-content/uploads/2026/11/crm-sales-commissions-02.en_.png?resize=800%2C171&quality=80&ssl=1)
A statement detailed deal by deal; the total is the sum of the lines.

The record’s buttons, depending on the status and your permissions:

- **Recalculate the month**, on a draft or a declined statement: recalculates every statement for that month within your scope, not just this one. A statement left with no line disappears.
- **Submit for approval**, on a draft whose month is over. It is greyed out while a deal has no exchange rate: add the rate, then recalculate.
- **Send to payroll**, on an approved statement that could not go on its own (see below).

## The approval circuit

Click **Submit for approval**, then confirm. The statement goes into the CRM-category circuit that carries the “Commission statement to validate” trigger. Illizeo provides the “Commission statement: validation” workflow, inactive, in **Settings › Manage Employees › Workflows**: the sales rep’s manager approves or declines. As long as no workflow is active, the sales rep’s line manager decides, or failing that an administrator (see [Creating and editing a workflow](https://illizeo.com/en/centre-aide/workflows-create-and-edit/)).

![Diagram: the calculated statement is a draft; once submitted, it goes to approval if every deal has an exchange rate; the decision in Approvals declines it, with a reason, and it is recalculated, or approves it; once approved, it becomes a payroll bonus, directly with a single contract, otherwise after payroll chooses the contract.](https://i0.wp.com/illizeo.com/wp-content/uploads/2026/11/crm-sales-commissions-flux-02.en_.png?resize=800%2C1079&quality=80&ssl=1)
The sales rep is told of approval and of decline alike; no commission is paid without a human decision.

1. The person who must decide receives the notice “CRM: a commission statement to validate”, in the bell and by email.
2. They decide in **Workflows**, **Approvals** tab. On the statement’s record, the **Decide in Approvals** link takes you there. The record itself has neither an Approve nor a Decline button.
3. Approved: the sales rep receives “CRM: commission statement validated”, and the statement goes to payroll straight away.
4. Declined: the sales rep receives “CRM: commission statement declined”, with the reason, which the record also shows. Fix the cause and click **Recalculate the month**: the statement becomes a draft again, to be submitted once more.

- Only a human decision approves a statement. A workflow that approves itself, or that has no approval step, does not count: the statement goes back to draft. A sales rep never approves their own statement.
- No button and no API call approves a statement: only a decision in Approvals does.

## Sending to payroll

An approved statement becomes an exceptional bonus for the amount of its total, in the company’s currency. It falls on the first month whose payroll for that person is not yet approved, starting from the month it is sent. It appears in the person’s bonuses with the **CRM commission** label and, for those who can read commissions, the **View the statement** link. It cannot be edited or deleted there. The statement’s record shows the date it was sent and the payroll concerned.

- If the payroll workflow “Bonus creation / modification” is active, the bonus goes through it, like any bonus. If it is declined there, the statement goes back to **Approved**, to be sent again.
- If several of the person’s contracts are running, Illizeo does not choose: the statement stays approved, marked “Not yet sent to payroll”. Payroll clicks **Send to payroll**, chooses the contract in **Choose the contract**, then clicks **Send on this contract**.
- A statement whose total is 0 is sent without creating a bonus.

## Adjustments

A deal already paid may be reopened, lost, deleted or won again on a different date. Its commission then comes back as a negative amount, on an **Adjustment** line of the next month’s statement to be calculated, even if the person has changed plan or no longer has one. An adjustment counts towards neither the basis nor the cap, and only applies once. A deal won again earns a commission again, in the month of its new close. A negative statement gives a negative bonus.

## Who sees what

- **The sales rep** sees their statements and all their lines, deal and account names included, even for a deal whose record they cannot open. They do not see other people’s statements.
- **The sales manager** sees their own statements and their team’s. A deal they cannot read appears as “Record not visible”, but its amounts, share, rate and commission remain: that is what they approve.
- **Payroll** sees every statement, and the plans in read-only mode.
- A statement outside your scope is shown as if it did not exist: “This statement does not exist, or it is outside your scope.”

## Sales targets and Performance

The targets entered in **Settings › CRM › Sales targets** serve three purposes: the dashboard comparison (see [The dashboard and sales targets](https://illizeo.com/en/centre-aide/crm-dashboard-and-targets/)), the commission plans’ accelerator, and the Performance objectives linked to the CRM.

In a Performance objective, a key result of the **Quantitative** type can take the CRM as its **Source of the result** (see [Setting and tracking objectives (OKRs)](https://illizeo.com/en/centre-aide/performance-objectives/)):

- **CRM: amount won**: the person’s share of each deal won over the objective’s period, in the company’s currency. With no **Expected target** entered, Illizeo uses the CRM sales targets that fall within that period.
- **CRM: deals won**: the number of won deals in which the person has a share.
- **CRM: new accounts**: the accounts created over the period that they own.

The result updates itself, each time a deal is won, lost or reopened, and every night; it is no longer entered by hand. Achievement is capped at 100%. An objective whose period is closed, or that is frozen for payroll, no longer moves. The choice is only offered if the CRM is open to you.

## Good to know

- Commission notices lead to the statement and never give an amount. The “to validate” notice is only sent by the CRM if the person deciding has the CRM and can read that statement; otherwise, the usual approvals notice tells them. The emails are set in **Settings › Manage Illizeo › Email** (templates “CRM — commission statement…”), and everyone can turn these notices off in **Personal Settings › Notifications**, row “CRM — commissions: statements to approve, approved or declined”.
- A statement is submitted once its month is over.
- The CRM log keeps the creation, change and deletion of a plan, a deal’s split, and the submission, approval, decline and sending of a statement, never with an amount.
- The export of an employee’s data includes their commission statements, line by line, and their shares in deals.

## FAQ

### A sales rep has no statement this month.

Check that they won a deal whose close date falls in the month, and that an active plan covers them: the **Calculate** message counts people without a plan. A deal brought in already won by an import, or in a Follow-up pipeline, earns nothing.

### The Submit for approval button is greyed out.

A deal on the statement has no exchange rate to the company’s currency. Add the rate, then click **Recalculate the month**.

### *Similaire*