Commission automation is a great way for businesses to streamline their commission business processes. Once you have figured out the WHY’s of automating your sales commission, it’s time to choose your manual process and begin the automation process.

How to Select the First Process to Automate?

As you begin automating the sales commission automation process, you would obviously want something which is practically possible, and when it does not produce good results, it does not have much impact. Below mentioned are a few tips and ideas to keep into consideration always:

  • It is not a good idea to go with something which is integrated with other software. Easy integrations with CRM, HRMS, Quota, Territory, and Manual Loads are super convenient. However, don’t begin with processes that involve sharing a lot of data by systems.
  • Although, everyone likes the concept of applications that are complete. However, when you are a beginner, it is good to stop the process at its logical place.
  • Select an automated process that stands a chance to win. The perks of having such processes in place should be visible to the team members.
  • Select something that can be easily fixed. Timesheet approval which is linked to payroll requires it to be accurate. It is great to have something which can have a quick-fix without affecting the usual flow of business and revenue.

7 Things to do Before Starting Commissions Automation

Once you have selected the business process, it’s time to initiate. To get it right the first time only is a challenge in itself, as it takes a little bit more time. But, it’s all worth it in the end.

  • Identify the Process Owners

    When you have laid down the business workflows, you will be exposed to such circumstances that need a precise definition that never existed in the past. Every department like; marketing, operations, HR, finance, and sales should take responsibility and authority to bring about changes to current business workflows.

    Documenting all sales incentive plans and terms and conditions is an essential task on the part of process owners. Besides, the process owner must clear the air with respect to grey areas, especially those that are not documented yet. For instance, on the first day of joining, personal work leaves should be updated.

  • Consider all WHYs

    Always keep in mind the ultimate goal of your automation. Are you putting effort to save time and money? Able to limit spreadsheet or not? Are you tracking items accurately?

    Resist doing it all together in place. Instead, keep your focus on primary aspects and you will be able to automate the process in a better way.

  • Use the History

    Get some history stats and figures from the process owner as to how the workflow was managed earlier. If there had been any noteworthy changes in the last couple of years then try to know its reasons as well.

    No doubt, workflows involve some office politics too, so refrain from assuming anything which is not true.

  • Map out the Workflow

    Make sure to create a workflow chart for each sales commission scheme from data integrations to planning calculations up to reporting and everything else will flow as per the plan. See if you want to include any conditional tasks. It is always best to have a shorter workflow as it gives you more scope for success.

    Update only the necessary information into your workflow management software. You can always add the tasks later on if required.

  • Interact With the Team

    Resist from providing the team with more data than they need to know about. Ask each and every task owner for the data they need access to.

  • Test the Automation

    Begin testing the automation by keeping tasks to yourself or the initiator. Be sure that all your conditional paths, parallel branches, and formula fields are functioning in the right way.

    Make sure to run items of varied kinds so it follows the path as intended by you.

  • Make it Live

    Be sure to keep a close watch over your automation process and ask the team if they got the access to required information.


The more you practice business automation, the better you become at it. Following the above-mentioned steps will always guide you through automating any process be it - small or big.

This way, creating advanced workflows after some time of practice will be a cakewalk for you. 1900.

  • Praveen R

© McAlign Consulting - 2021