Automating Complex Commission Structures
A global SaaS provider with over 200 sales reps struggled with manual commission calculations. Their structure involved multi-tier accelerators, regional adjustments, and currency conversions that HubSpot's standard deal properties couldn't handle.
The Challenge
- Dynamic Accelerators: Commission rates changed based on quarterly quota attainment.
- Multi-Object Logic: Calculations required data from Deals, Line Items, and custom "Quota" objects.
- Currency Complexity: Sales in 15+ currencies needed to be normalized to USD for payout.
The Solution
We built a robust "Commission Engine" using HubSpot Custom Coded Actions (Node.js).
- Data Orchestration: A workflow triggers on "Deal Won," pulling data from associated objects and external currency exchange APIs.
- Logic Layer: A serverless function calculates the exact payout based on the rep's current quota standing.
- Audit Trail: The engine writes the calculation breakdown into a custom "Commission" object, providing full transparency for the finance team and the rep.
The Result
- Zero Manual Errors: Eliminated monthly disputes over commission accuracy.
- Real-time Visibility: Reps can see their projected commission as soon as a deal closes.
- Finance Efficiency: Saved the finance team 40+ hours per month in manual spreadsheet work.
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