The manager's guide

As a manager in Earnest you see your own pay and your team's: how each report is tracking, their payouts, and the deals behind them. This guide covers each tab of the Team Dashboard and the three things managers do most often. It takes about ten minutes.

You can't publish payouts, change plans or approve adjustments. Your admin does those, and what you submit here goes to them for a decision.

The Team Dashboard

When you sign in you land on the Team Dashboard. At the top right are a month picker and a Refresh button. The month picker lists the months in which someone reported to you.

You only ever see a report for the periods they reported to you. If someone joined your team in November, you don't see their earlier months. If someone joined or left partway through a month, you see that whole month's figures, with a note such as "Joined your team Oct 15" or "Moved to Dana Lee on Oct 15".

The tabs

Some tabs follow the month you pick and some don't:

Team Overview

The tiles at the top show Active Reps, Team Volume, average attainment and Total Commissions. The Direct Reports table lists each report's volume, quota, attainment, commission and activities. Click a column heading to sort by it. Each row has a status:

Top Performers and Bottom Performers pick out who is at quota and who may need coaching. Click a report's name to see their deals and this month's adjustments. Changes your admin has scheduled for your team show under Upcoming changes.

Review your team's drafts

After your admin creates draft payouts, you can check them before they're published.

1. Pick the month at the top.
2. Open Team Payouts.
3. Under Drafts Awaiting Your Review, check each report's amount (shown in your company's main currency).
4. Click Mark reviewed next to each one you're happy with.

You see "Draft marked as reviewed", and the row shows "Reviewed" with the date. Your admin can see who reviewed each draft. Marking a draft reviewed is a signal, not an approval: your admin can publish with or without it. If the draft is recalculated later, the Mark reviewed button comes back so you can check the new figures.

If a draft looks wrong, tell your admin before it's published. After that, a fix has to go on a later statement.

Submit an adjustment

Use an adjustment to propose a bonus, a correction or a deduction for one of your reports.

1. Set the month picker to the month the adjustment belongs to.
2. Open Adjustments.
3. Under Submit Adjustment, choose the Team Member.
4. Choose the Adjustment Type:
   • Fixed Bonus adds an amount straight to their pay.
   • Revenue Adjustment changes their revenue before commission is worked out, so it can move their attainment. On a plan that counts something other than revenue (meetings, for example) it's called Volume Adjustment and the amount is a count.
5. Enter the Amount. Use a negative number for a deduction. It can't be zero.
6. Check Target Period shows the right month, and write a Reason of at least 5 characters.
7. Click Submit Adjustment.

The Amount label shows what to enter: the rep's payout currency for a Fixed Bonus, their quota currency for a Revenue Adjustment, or a count (such as meetings) for a Volume Adjustment. If the rep is paid in a different currency from their quota, a Fixed Bonus also says so, for example "Enter this in JPY, the currency Yuki Tanaka is paid in."

You see "Adjustment submitted for admin review", and your admins get an email. Nothing changes in the rep's pay until an admin approves it. Your adjustment appears under Submitted Adjustments as Pending, then Approved, Rejected or Expired, with any note from the admin.

A pending adjustment expires after 14 days if nobody reviews it. An expired adjustment can't be approved later. If yours expires, submit it again and ask your admin to look at it.

File a dispute for a report

If your company has turned disputes on, you can raise a problem with a report's published payout on their behalf.

1. Open Team Disputes.
2. Click File Dispute on Behalf of Rep.
3. Choose the Team Member and the Payout.
4. In Reason for Dispute, explain what's wrong in 10 to 1,000 characters.
5. Click Submit Dispute.

The same rules apply as when a rep files one: the payout must be published, it must still be within your company's dispute window (60 days unless your company changed it), and each payout can have one open dispute at a time. The table below the button lists every dispute filed by or for your reports, with its status.

Plan earnings

The Planner tab has two views: My earnings for your own commission, and My team, which estimates every report at one attainment level. See The earnings planner.

Export your team's month

Open Export and click Download CSV. You get one row per report for the month you picked, with revenue, quota, attainment and commission in your company's main currency.

Check it worked

• A draft you reviewed shows "Reviewed" and a date.
• An adjustment you submitted appears under Submitted Adjustments as Pending.

Common problems

Go deeper

• Your dashboard
• Review, approvals and disputes
• Corrections and clawbacks
• People and teams reference