Revenue Operations

CRM → Revenue is where you run the sales number. The figures at the top — closed business, quota attainment, commit, open MRR and commission waiting for approval — each open the tab behind them.

Price books

A price book is a list of the products and services you sell, with:

• List price and cost, so every deal shows its margin.
• Floor price — the lowest price a rep can offer without approval. A deal line priced below it is flagged.
• Volume tiers — enter them as quantity:price, for example 10:90, 50:80, to drop the unit price at those quantities.
• Recurring items billed every month, quarter or year, which count towards MRR.

Mark one book as the default. To give a customer different prices, choose their price book on the company page; everyone else gets the default.

Products on a deal

Open a deal and choose the Products tab. Search the customer's price book or add a custom line, then change quantity, price or discount in place. The deal value, MRR, cost and margin update as you go.

Deal team and competitors

On a deal's Team & Commission tab, add the people who worked it, give each a role and a share of the credit, and record which competitors you were up against. The Competitors tab on Revenue shows your win rate against each one and the most common reasons you lost.

Territories

A territory is a set of rules — countries, regions or counties, postcode prefixes, industries, size bands and headcount. A company must match every rule you fill in. When several territories match, the one with the higher priority wins.

New companies, leads and deals are assigned automatically, either to the territory owner or to its members in turn (round robin). Choose Preview matches to see which companies a territory would take, and Assign records now to run the rules across your existing CRM.

Quotas

Set a target for a person or a territory for a month, quarter or year, measured on bookings (won deal value) or new MRR. Each quota shows what has been achieved so far and the percentage reached.

Forecast

Open deals expected to close in the period are grouped as:

• Commit — deals the rep is confident will close.
• Best case — deals that could close.
• Pipeline — everything else, also shown weighted by probability.

The rep table shows each person's quota, won business, projected total, attainment and gap. Click a rep to filter the deal list to them. A snapshot of the forecast is taken every Monday morning (you can also take one yourself), and the chart shows how the call moved through the period.

Commission

Create a plan that pays a percentage of:

• Deal value (bookings),
• Gross margin, or
• MRR for a set number of months.

Add accelerators as attainment%:rate% — for example 100:12, 150:15 pays 12% once a rep passes 100% of quota and 15% past 150%. Leave Applies to empty for everyone, or pick the people the plan covers.

When a deal is won, commission is worked out for each member of the deal team using their share of the credit. Entries wait for approval. Approving one adds it to payroll as a bonus (if you use HCM payroll), and it is marked paid once that payroll run is paid. Reps see only their own commission; admins see everyone's.

Who can do what

Anyone with CRM access can view revenue, add products to deals and manage deal teams. Changing price books, territories, quotas and commission plans, and approving commission, needs an admin.