[ADD] Sales: Commissions

closes #12775

Signed-off-by: Jessica Rogers (jero) <[email protected]>
Co-authored-by: Justin Mallette <[email protected]>
Co-authored-by: Felicia Kuan <[email protected]>
Co-authored-by: Sam Lieber (sali) <[email protected]>

Author: 4 people

content/applications/sales/sales.rst

@@ -19,6 +19,7 @@ deliver and invoice what has been sold.
    sales/sales_quotations
    sales/invoicing
    sales/products_prices
+   sales/commissions
    sales/amazon_connector
    sales/shopee_connector
    sales/gelato

content/applications/sales/sales/commissions.rst

@@ -0,0 +1,154 @@
+===========
+Commissions
+===========
+
+.. |SOs| replace:: :abbr:`SOs (Sales Orders)`
+
+Commissions are a powerful tool to motivate sales team members. They incentivize performance, boost
+productivity, and encourage healthy competition. The *Commissions* feature in Odoo's **Sales**
+application provides a way to reward salespeople or sales teams based on their performance. This
+feature supports the creation of flexible, measurable commission structures that align with business
+goals, whether that means driving revenue, volume, profit, or recurring contracts.
+
+Configuration
+=============
+
+To enable the *Commissions* feature, navigate to :menuselection:`Sales app --> Configuration -->
+Settings`. Scroll to the :guilabel:`Invoicing` section, and tick the :guilabel:`Commissions`
+checkbox. Then, click :guilabel:`Save`. Doing so causes a new :guilabel:`Commissions` menu to appear
+in the menu bar. To create a new commission plan, navigate to :menuselection:`Commissions -->
+Comission Plans` and click :guilabel:`New`.
+
+Commission plan structure
+=========================
+
+Each commission plan is comprised of several components:
+
+- :guilabel:`Based on`: Determines whether commissions are awarded based on progress toward
+  :guilabel:`Targets` or :guilabel:`Achievements`
+- :guilabel:`per`: Indicates whether the plan applies to individual salespeople or an entire sales
+  team
+- :guilabel:`Target Frequency`: Sets how often targets reset: **Monthly**, **Quarterly**, or
+  **Yearly**.
+- :guilabel:`Achievements`: Determines what is being measured toward commissions.
+
+.. image:: commissions/new-commission-plan.png
+   :alt: A new commission plan detail form.
+
+Target-based commission plans
+-----------------------------
+
+In a *Target* based commission plan, commissions are awarded based on the percentage of sales
+targets reached. Target based plans are ideal for setting clear, measurable goals, such as invoicing
+a specific amount in sales per quarter, then rewarding sales people progressively based on how close
+they come to reaching or exceeding that goal.
+
+.. tip::
+   Target based plans differ from *Achievement* based plans because they are based on reaching a
+   fixed, predefined goal. They focus on goal-based incentives and performance milestones.
+
+To configure a new target based commission plan, navigate to the :menuselection:`Sales app -->
+Commissions --> Commission Plans`, then click :guilabel:`New`. Click in the :guilabel:`Based on`
+drop-down menu and select :guilabel:`Targets`. Then, select an option in the :guilabel:`per` field.
+
+In the :guilabel:`On Target Commission` field, set the payout amount for reaching `100%` of the
+target. Update the :guilabel:`Effective Period` fields to confirm the dates for this plan. Then,
+update the :guilabel:`Target Frequency` field based on how often the targets should be set and
+evaluated.
+
+- *Monthly*: short term goals with frequent payouts.
+- *Quarterly*: aligns with business cycles and provides mid-range objectives.
+- *Yearly*: long term sales goals for strategic planning.
+
+After the :guilabel:`Target Frequency` field is updated, the :guilabel:`Targets` tab updates with a
+list of the appropriate time frame. For each :guilabel:`Period`, enter a :guilabel:`Target` goal.
+
+On the :guilabel:`Achievements` tab, add one or more :ref:`Achievement metric
+<sales/commissions/achievement-metric>` for this plan by clicking :guilabel:`Add a new achievement`.
+
+Click the :guilabel:`Sales People` tab to assign this plan to the appropriate staff. Click either
+:guilabel:`Add a new Sales Person` to add them individually, or :guilabel:`Add Multiple
+Salespersons` to bulk add several at once.
+
+.. note::
+   The :guilabel:`Add Multiple Salespersons` button is only available if
+   :doc:`../../general/developer_mode` is active.
+
+Levels
+------
+
+To provide additional incentive, *commission levels* can be added to *Target* based plans. These
+tiers allow salespeople to earn varying commission amounts based on their performance levels. Levels
+can start at `0%` and increase incrementally. This allows for salespeople to earn commission even if
+they do not achieve `100%` of the target, as well as the ability to achieve over `100%` of the
+target. Commission levels can be set from the :guilabel:`Commissions` tab when creating a commission
+plan.
+
+If no levels are added above 100%, salespeople are **not** able to earn above the stated commission.
+
+.. example::
+   In the plan below, the levels start at `0%`, and continue until `300%`. If a salesperson exceeds
+   `100%` of the expected target, their expected payout continues to increase up to `300%`.
+
+   .. image:: commissions/commission-levels.png
+      :alt: An example of commission levels, with levels above 100 percent.
+
+Achievement-based commission plans
+----------------------------------
+
+In a *Achievement* based commission plan, salespeople earn a percentage of their invoice value as
+commission. Target based plans are ideal for rewarding sales activity consistently, regardless of
+specific goals. For example, offering a `5%` commission on all invoiced amounts, regardless of how
+much is sold.
+
+.. tip::
+   Achievement based plans differ from *Target* based plans because they are calculated based on
+   actual achievements using a flat, consistent rate. They are beneficial for ongoing, non-goal
+   based compensation plans.
+
+To configure a new target based commission plan, navigate to the :menuselection:`Sales app -->
+Commissions --> Commission Plans`, then click :guilabel:`New`. Click in the :guilabel:`Based on`
+drop-down and select :guilabel:`Achievements`. Then, select an option in the :guilabel:`per` field.
+
+Update the :guilabel:`Effective Period` fields to confirm the dates for this plan. Then, update the
+:guilabel:`Target Frequency` field based on how often the targets should be set and evaluated.
+
+On the :guilabel:`Achievements` tab, add one or more :ref:`Achievement metric
+<sales/commissions/achievement-metric>` for this plan by clicking :guilabel:`Add a new achievement`.
+
+Click the :guilabel:`Sales People` tab to assign this plan to the appropriate staff. Click either
+:guilabel:`Add a new Sales Person` to add them individually, or :guilabel:`Add Multiple
+Salespersons` to bulk add several at once.
+
+.. _sales/commissions/achievement-metric:
+
+Achievements
+------------
+
+Performance can be measured in several ways in performance plans. These are configured in the
+:guilabel:`Achievements` tab of each plan.
+
+- :guilabel:`Amount Sold`: the total value of sales orders (SOs).
+- :guilabel:`Amount Invoiced`: the total value of confirmed invoices.
+- :guilabel:`Quantity Sold`: the total number of units sold via |SOs|.
+- :guilabel:`Quantity Invoiced`: the total number of units invoiced.
+- :guilabel:`Margin`: the profit margin (selling price minus cost price).
+- :guilabel:`MRR`: the new *Monthly Recurring Revenue* from subscription sales. this option is
+  **only** available if the :doc:`Subscriptions <../../sales/subscriptions>` app is installed.
+
+.. note::
+   Regardless of what the plan is :guilabel:`Based on`, each plan needs both *Achievements* and
+   *Targets* configured.
+
+Plan approval
+=============
+
+After confirming the details of the new plan, click :guilabel:`Approve`. This moves the plan from
+the :guilabel:`Draft` stage into the :guilabel:`Approved` stage.
+
+.. important::
+   Commissions plans in the :guilabel:`Approved` stage **cannot** be edited. To edit an approved
+   plan, it must first be :guilabel:`Reset to Draft`.
+
+After a plan is approved, Odoo automatically tracks performance and calculates commissions based on
+the established parameters.