Spiff Part 6: Working with Data Sheets

Spiff offers robust tools to streamline and automate the commission calculation process for organizations, and understanding how to work with data sheets is fundamental to building effective commission plans. In this guide, you’ll learn how to use data sheets within Spiff by leveraging previously created filters and begin constructing payout rules that form the basis for more advanced commission structures.

Leveraging Advanced Filters for Data Sheets

Previously, filters were set up to isolate sales data per representative, focusing on closed-won opportunities within a specific period. For example, using a filter for the month of December, all opportunities closed by a particular rep (let’s say, Ava) are easily accessed.

Creating a Data Sheet in Spiff

After setting up the necessary filters on the sales data, the next step is to navigate from the data tab to the plans tab in Spiff. Within the plan folder—such as the example plan folder—a new data sheet can be created. This data sheet will serve as the foundation for constructing commission payout rules.

What is a Data Sheet?
In Spiff, a data sheet acts like a spreadsheet or database table. It is typically populated with data imported from Salesforce or other systems. Each row reflects a record (such as an opportunity), and each column represents a field (such as ARR, owner ID, etc.), enabling you to manipulate and calculate data similar to familiar spreadsheet workflows.

Populating Your Data Sheet

To fill the data sheet, select the relevant object (e.g., Opportunity) and apply the saved filter (like the ‘closed in period’ filter for December and for a specific rep such as Ava). You can then add any desired fields from your synced Salesforce data, such as owner ID and annual recurring revenue (ARR). This makes it easy to analyze closed opportunities and their respective values, ensuring clarity in your commission calculations.

Building a Simple Commission Rule

Constructing commission logic starts with the basics. For this example, assume a representative earns a flat commission rate—say, 8% of the ARR from each closed opportunity.

• Add a new field to the data sheet, naming it something like ‘payout’.
• Use the formula functionality (similar to Excel) to calculate the payout by multiplying the ARR value by 0.08 (for 8%).
• Instantly, you’ll see payouts calculated per opportunity based on the entered formula.

Creating a Payout Rule

Once the payout field is set, you can establish a payout rule in Spiff. This rule leverages the new ‘payout’ column to summarize or process the commissions due for each representative. For instance, in December, Ava’s total commission from all closed opportunities is automatically determined—providing transparency and real-time insights for both the finance team and sales reps.

Scaling Up: What Comes Next?

While this walkthrough illustrates a flat-rate commission example, Spiff’s capabilities allow for more complex rules—a topic for future guides. Concepts like splits, quotas, and accelerators can also be integrated into your data sheets and payout rules for an even more comprehensive commission plan.

If you’re new to Spiff or commissions automation and have a unique commission plan that you’re unsure how to implement, engaging with experts can save significant time and effort.