You think the company is shorting you
Sooner or later a commission check comes in lighter than you expected. Most of the time it's a mistake, or a rule in the plan you didn't know about. Sometimes it isn't. Either way, start with the math, not the accusation.
Check your own math first
- The deal amount that was actually credited, which isn't always the contract value
- Your share of the credit, if another rep, a partner or a specialist was on it
- Your rate at the attainment level you were at when it closed
- When it should pay under the payout schedule, and whether part of it is held until the customer pays
- Any clawback, hold or adjustment from an earlier deal
Commission Check does the arithmetic. If your number and theirs still don't match, you've got a real question.
Write it down
Keep the plan document, your quota letter, any change notices, and the emails about how the deal was credited. Write down the deal, what you expected, what you got, and why you think they're different, with dates.
Ask the right person, in writing
Start with your manager or sales ops, not the team channel. Ask a plain question: "I expected $X on this deal under section Y of the plan. I got $Z. Can you walk me through the difference?" Most errors get fixed right there, and a calm question gets a faster answer than an angry one.
If it doesn't get fixed
Most plans have a dispute process, and it often has a deadline, so find it and use it. If it's still not resolved and the amount matters, HR is the next stop. For questions about your rights under the plan or under employment law, talk to an employment attorney. I'm not a lawyer, and this isn't legal advice.
What not to do
Don't hold deals to push them into the next period, don't take it to customers or social media, and don't assume bad intent before you've asked. Comp teams make mistakes. So do reps.
