Sales Commission Payout Calculator

---
name: sales-commission-payout-calculator
description: Calculates sales commission payouts for a period from your comp plan and a deals CSV - quota credit by deal type, split deals, tiered rates with accelerators (marginal or flat), credit and payout caps, SPIFFs, clawbacks for early cancellations, pay on booking or collection, and draws. Holds deals with bad splits, unknown reps or unapproved discounts and writes rep statements. Includes an offline stdlib Python calculator.
---

# Sales Commission Payout Calculator

You help sales ops, finance and founders pay commissions that are right the first time. Commission runs go wrong in predictable ways: a split deal adds up to 90%, an accelerator is applied to the whole quarter instead of the credit above the threshold, a renewal is credited at full value, a deal with an unapproved 30% discount slips through, a customer cancelled after 55 days and nobody clawed the commission back, or the same deal is in the export twice. You turn the plan and the deal export into a payout per rep that anyone can recompute, with every held deal and judgement call listed.

You apply the plan the user gives you. You do not decide what the plan should say, whether a clawback or a negative balance can legally be deducted from pay, or how commission is taxed; say so and point to the signed comp plan, HR/payroll and local employment law.

## Files in this skill

- `scripts/commission_calc.py` - reads a plan JSON (period, tiers as fractions of quota, marginal or flat method, credit cap, max payout, credit per deal type, discount limit, SPIFFs, clawback window, pay on booking or collection, reps with quota and optional draw) and a deals CSV (deal id, close date, account, owner split, type, amount, discount, billing, status, cancel date, commission already paid, approval, collection); computes credit, tier slices per deal in close order, caps, SPIFFs, clawbacks, deferrals and draw top-up or recovery with Decimal arithmetic; reports findings CM01-CM11, a payout table, per-rep deal lines and held/excluded deals (Python 3.8+ standard library only)
- `references/plan-mechanics.md` - tiers, marginal vs flat, caps, credit rules, splits, SPIFFs, clawbacks, draws, timing, with worked numbers
- `references/checks-and-codes.md` - every finding code, its severity and what to do about it, and the input fields
- `templates/commission-statement.md` - the statement each rep receives and signs off
- `examples/comp-plan.json` - an AE plan for October 2026: 4 tiers (5/8/12/15%), credit cap 200%, max payout 8,000, renewals at 50% credit, 20% discount limit, annual-prepay SPIFF, 90-day clawback, three reps, one with a recoverable draw
- `examples/deals.csv` - 15 rows: normal deals, a 60/40 split, a renewal, an approved and an unapproved big discount, a split that adds up to 90%, a deal for an unknown rep with a thousands separator, two cancellations (inside and outside the clawback window), a September deal and a duplicate row
- `examples/payout-report.md` - the real calculator output on the example

## Workflow

### 1. Collect the plan and the deals
Ask for the comp plan document (or the relevant page) and turn it into a plan JSON like `examples/comp-plan.json`. Confirm the details that change the money: are tiers marginal (each slice of credit at its own rate) or flat (the reached rate applies to all credit)? Is attainment measured on bookings, ACV or margin? How are renewals and expansions credited? Is there a credit cap or a payout cap? When is commission earned: at booking or when the customer pays? How long is the clawback window and does it cover the full commission? Then ask for the CRM export of closed-won deals for the period plus cancellations of earlier deals, with the commission already paid on those.

### 2. Run the calculator
```
python3 scripts/commission_calc.py examples/comp-plan.json examples/deals.csv
python3 scripts/commission_calc.py plan.json deals.csv --rep ana
python3 scripts/commission_calc.py plan.json deals.csv --json
python3 scripts/commission_calc.py --self-test
```
Exit 0 = no high findings, 1 = high findings (deals held that need a decision), 2 = bad input. Without a shell, follow `references/plan-mechanics.md`: sort each rep's deals by close date, add up credit, split it at each tier threshold and multiply each slice by its rate.

### 3. Read the result
- High first: CM01 (unknown rep, bad amount or date, unknown deal type) and CM02 (split not 100%). These deals are held - get the answer from sales ops before payroll.
- Medium: CM05 (discount over the limit without approval - held), CM04 (duplicate row), CM08 (clawback applied - check the amount paid), CM11 (clawbacks bigger than earnings - negative balance).
- Low/info: deals from other periods (CM03), cancellations outside the window, caps (CM06), accelerators (CM07), deferrals (CM09), draws (CM10).
- Check one rep by hand against the per-deal rate slices before sending anything.

### 4. Resolve and re-run
For every held deal record the decision (correct split, approval found, rep assignment) in the CSV and re-run. Never change the plan to make a number look right; if the plan is ambiguous, write the question down and show both results (for example with `tier_method` flat vs marginal).

### 5. Deliver
Return the payout table for approval, a statement per rep from `templates/commission-statement.md` with every deal, rate slice, cap, clawback and draw line, the list of held deals with the open question, and notes for payroll (negative balances, draw balances, deferred amounts).

## Example result
On the example October payouts total 9,500.00 EUR, with 3 deals held. Ana Ruiz reaches 158.7% of her 60,000 quota (renewal Delta Foods credited at 50%), earns 8,280.00 on marginal tiers plus 400.00 in annual-prepay SPIFFs and is capped at the 8,000.00 maximum. Ben Okafor earns 690.00 but the Ironclad deal cancelled 55 days after closing claws back 960.00, so he is paid 0 and carries -270.00 forward. Chloe Martin earns 1,050.00, below her 1,500.00 recoverable draw, so the draw tops up 450.00 and her balance rises to 1,050.00. Held: Granite Works (split 50/40 = 90%), Nimbus Air (rep "dave" not on the plan) and Fjord Outdoor (30% discount, limit 20%, no approval).

## Rules

- Follow the signed plan; when the plan and the data disagree, hold the deal and ask - never guess a split, a rep or an approval.
- Show the arithmetic: every payout must be traceable to deal credit, tier slices and adjustments.
- Apply tiers in close-date order and say whether the plan is marginal or flat.
- Treat clawbacks and negative balances carefully: state what the plan allows and point to HR/payroll and local law before deducting from pay.
- Commission data is confidential: share each rep only their own statement.
- This is a calculation aid, not legal, tax or payroll advice.
FILE:references/plan-mechanics.md
# Plan mechanics with worked numbers

All examples: quota 10,000; tiers 5% up to 50% of quota, 8% up to 100%, 12% above.

## Quota credit
- Credit = deal amount x credit rate for the deal type (`deal_type_credit`, e.g. new 1.0, expansion 1.0, renewal 0.5) x the rep's split share.
- Use the measure the plan names (bookings, first-year ACV, TCV, margin) and export that column as `amount`.
- Attainment = total credit / quota.

## Marginal tiers (default)
Each slice of credit is paid at the rate of the band it falls in, in close-date order.
- 12,000 credit: 5,000 x 5% = 250, 5,000 x 8% = 400, 2,000 x 12% = 240 -> 890.
- Two deals of 6,000: the first earns 5,000 x 5% + 1,000 x 8% = 330, the second 4,000 x 8% + 2,000 x 12% = 560. The total is the same in any order; the per-deal split depends on close order, so keep close dates accurate.

## Flat (retroactive) tiers
The rate of the tier reached applies to all credit: 12,000 x 12% = 1,440. Flat tiers create big jumps at each threshold (9,999 credit earns 799.92, 10,000 earns 1,200 under a 8%/12% flat plan) and invite deal timing games; check the plan wording ("on all bookings" vs "on bookings above").

## Accelerators and decelerators
- An accelerator is simply a higher rate above 100% (12-15% here). A decelerator is a lower rate above a cap point, modelled as a final tier with a lower rate.

## Caps
- Credit cap (`credit_cap_attainment`, e.g. 2.0): credit above 200% of quota earns 0%.
- Payout cap (`max_payout`): commission + SPIFFs for the period cannot exceed this amount. Many plans avoid caps; if yours has one, say so in the statement.

## Splits
- `owner_split` like `ana:60;ben:40` must add up to 100%. Each rep gets their share of credit and SPIFFs. Overlay roles (SE, partner manager) that get credit on top of 100% need their own plan file.

## SPIFFs
- Fixed bonuses for deals matching all `when` fields (for example `type=new` and `billing=annual`). Split with the deal.

## Discount limits
- Deals with `discount_pct` above `max_discount_pct` need `approved=yes`; otherwise the credit is held (`unapproved_discount: hold`) or paid with a finding (`pay`).

## Clawbacks
- A deal closed in an earlier period and cancelled in this period within `clawback.window_days` of closing claws back `share` x the commission paid on it (column `commission_paid`; if missing it is estimated at the first tier rate and flagged).
- Cancelled after the window: no clawback, noted.
- Closed and cancelled in the same period: never credited.
- If clawbacks exceed earnings the payout is 0 and the negative balance is carried forward (CM11). Whether it may be deducted from future pay depends on the plan and local law.

## Booking vs collection
- `pay_on: booking`: commission is paid in the close period.
- `pay_on: collection`: credit counts toward attainment now, but commission (and SPIFF) on deals with `collected` not yes is deferred until the customer pays. Deferred amounts are listed; pay them in the period the cash arrives.

## Draws
- Recoverable draw: the rep is paid at least the draw; if earnings are lower, the top-up is added to the draw balance; later surpluses above the draw repay that balance first.
  - Draw 1,500, balance 600, earned 1,050 -> paid 1,500, balance 1,050.
  - Next month earned 2,900 -> 2,900 - 1,500 = 1,400 available, 1,050 recovered, paid 1,850, balance 0.
- Non-recoverable draw: a guaranteed minimum; no balance.

## Order of operations used by the calculator
1. Credit per deal (type credit x split) for won deals closed in the period, minus held and excluded deals.
2. Tier slices per deal in close order (marginal) or the reached rate on all credit (flat), with the credit cap.
3. + SPIFFs, then the payout cap.
4. - Deferred (pay on collection), - clawbacks, + carry-in.
5. Draw top-up or recovery; negative results become a carry-forward.
FILE:references/checks-and-codes.md
# Checks and finding codes

| Code | Severity | Check | What to do |
|---|---|---|---|
| CM01 | high: unknown rep, missing rep, bad amount/date, deal type with no credit rate; medium: zero or negative amount | data needed to pay the deal | fix the CRM record or add the rep/type to the plan; held deals are not paid |
| CM02 | high | owner_split shares add up to 100% | get the split confirmed by sales ops / the deal desk |
| CM03 | low | won deal closed outside the period | make sure it was paid in its own period; late-booked deals need a manual adjustment |
| CM04 | medium | the same deal_id appears twice | the second row is ignored; fix the export |
| CM05 | medium | discount above `max_discount_pct` without `approved=yes` | find the approval or keep the credit on hold |
| CM06 | info | credit cap or payout cap applied | mention it on the statement |
| CM07 | info | accelerator tier reached | check the threshold maths once by hand |
| CM08 | medium: clawback applied (estimated if commission_paid missing); low: cancelled after the window; info: closed and cancelled in this period | cancellations | confirm the amount paid originally |
| CM09 | low | commission deferred until collection | pay it in the

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