Chapter 9

Setting Up Sales Force Automation

In This Chapter

Setting up workflow and forms

Capturing leads online

Forecasting sales

Paying commission

Leads are the very beginning of the sales cycle — your new and budding customers, just ripe for the picking. In NetSuite, you can bring in leads through marketing efforts or through imports, and you begin moving from lead to prospect and then on to customer.

Opportunities are an important part of the process of moving leads to customers. Using opportunity records, you can track each offer you make to a lead in an effort to entice them to buy. Opportunities allow you to play out a wide variety of different pricing, items, and service scenarios to find the perfect match for each lead.

Sales managers have the power to set up automatic lead assignment to sales reps, create statuses for leads, prospects, and customers, set up quotas and commissions, and create online forms for capturing leads online. Sales administrators can perform many of these tasks as well to help sales managers. If you have the Sales Manager or Sales Administrator standard roles, you can do the tasks in this chapter except where noted. (Commissions in particular are in the hands of sales managers alone.)

To set up commissions in NetSuite, you need the Incentive Management module. Talk to your friendly NetSuite sales representative if you don’t have this feature installed. Your sales team will thank you for it.

Turning On Sales Force Automation

Given the title of this chapter, it won’t surprise you that you’ll need to turn on the Sales Force Automation feature if you want to, well, automate your sales force.

Administrators can turn on this feature:

1. From the Setup tab menu, choose Company⇒Enable Features.

The Enable Features page appears.

2. Choose the CRM tab.

3. In the Basic Features section, select the Sales Force Automation check box.

4. Click the Save button.

Stages and Statuses: Closing In

Lead, prospect, and customer records are managed by stages and statuses. With the combination of a stage and status on each record, you can immediately get a read on the likelihood of a sale.

Stages help you keep track of where the person or company is in the sales process, and you can’t edit them. The stages follow:

Lead: You have contact information, but there have been no opportunities, estimates, or sales for this person or company.

Prospect: Leads become prospects when an opportunity or estimate is created for the person or company. If you use the Lead Conversion feature, you can also manually convert a lead to a prospect or to a contact for an existing prospect.

Customer: Prospects become customers when a sale is completed for the person or company.

Statuses can be created for each stage to help you keep an even closer eye on where the person or company is. Each status has a probability, which is the percentage estimate of a lead or prospect becoming a customer. You can create and edit statuses and set the default status for each stage.

These default statuses are included in NetSuite:

Lead-Dead: The lead has given a definite “No.”

Lead-New: The lead is new, and you don’t know if she has any interest.

Lead-Qualified: The lead has shown some interest or comes from a qualified source.

Prospect-Closed Lost: The prospect had a previous opportunity or estimate, and he is no longer interested.

Prospect-Opportunity Identified: You know what the prospect is interested in and may have created an opportunity record for her.

Prospect-In Discussion: You’re in contact with the prospect about his interests.

Prospect-Identified Decision Makers: You’re in contact with the people who will ultimately decide whether to buy.

Prospect-Proposal: You’ve made an offer to the prospect, perhaps in the form of an estimate.

Prospect-In Negotiation: The prospect is interested in an offer or estimate you’ve made, but you’re hammering out details.

Prospect-Purchasing: The prospect is in the process of purchasing from you.

Customer-Lost Customer: The customer used to buy from you but is no longer interested.

Customer-Renewal: This is a current, paying customer who has renewed services from you.

Customer-Closed Won: This is a current, paying customer.

You can delete statuses from this list and add new ones from the Customer Statuses list. From the Setup tab menu, choose Sales & Marketing Automation⇒Customer Statuses.

Creating Online Forms

Online forms are one of the most effective and easy ways to generate leads by capitalizing on your Web site traffic. When you create and post an online customer form, leads can submit their contact information when they are interested in your products or services. Records are automatically created in your account using that contact information — you decide whether these records are created as leads, prospects, or customers.

You can create an HTML form several ways:

On your own using CRMSDK tags and uploading it to NetSuite

From scratch using a text editor within NetSuite

By customizing the default template in NetSuite

To create an online customer form by customizing the default template or inserting HTML:

1. From the Setup tab menu, choose Sales & Marketing Automation⇒Online Customer Forms⇒New.

The Select Type page appears

2. Click the link for the type of form you want to create:

• Default Form Template for forms you want to create based on NetSuite’s default template.

• Custom HTML Template for forms you already created in HTML or forms you’d like to create in HTML within NetSuite using a code editor and field selector.

3. Enter a title for the form.

This title appears at the top of the page when it’s published online.

4. If using the custom HTML template, skip to Step 6. If using the default template, enter a message in the Message field:

This message shows at the top of your form and can include up to 500 HTML characters.

5. (Optional) Click the Detail Message tab to enter a longer message into the Detail Message field.

You can also enter a longer message to show at the bottom of the form on the Detail Message tab. The detailed message can include up to 4,000 HTML characters.

6. If using a custom HTML template, choose from one of the following:

• Select the template you want to use in the Template field if it’s already uploaded to the File Cabinet.

• If you haven’t already uploaded the template, select New to upload it in a new window using the File selection.

• If you haven’t created a template, select New in the Template field; in the new window select Text Editor. In the HTML Source Code, you can paste or type in HTML and use the Field Type and Insert Field tools to add the tags for fields from customer records to your form.

For help creating a custom HTML template, look over the example later in this section.

7. Select the Enable Online check box.

This enables links to this form online.

8. On the Select Fields tab, select each field that you want leads to fill out; then click in the Mandatory column to select the Mandatory check box; click Add.

Again, at a minimum choose these: Company Name, First Name, and Last Name, and Email. And make each mandatory since you’ll need at least this much information.

The basics of your form are now created, and you should have an online form that looks similar to the one in Figure 9-1.

9. To set preferences for how leads created by this form are handled, continue to the next section of steps.

A confirmation screen appears, and then you are taken back to the Online Customer Form screen.

10. Click the Preview button to see what your form looks like.

Close the preview window.

11. Click Save.

Figure 9-1: This standard online customer form is ready to capture leads.

Setting up form workflow

Once you have an online form, it’s possible to capture leads. But what happens after you capture those leads? Set up a workflow to assign the lead to the right person. The next steps hopefully take that person from being a lead to being a satisfied customer.

To set up workflow for your form:

1. (Optional) If you’ve saved your form, click the Edit button.

2. Choose the Set Up Workflow tab.

3. (Optional) Select the Create Customers as Companies check box.

Do this only if most of your customers are companies, not individuals.

4. Select the default status from the Set Lead Status drop-down list.

5. Select the lead source from the Set Lead Source drop-down list.

6. (Optional) Select the Allow Update check box.

Selecting the check box updates the Lead Source field if a record matching the submitted information already exists in your account.

7. Choose from the Handle Duplicate Records drop-down list:

• Always Create a New Record

• Update the First Record Created

• Update the Most Recently Created Record

• Update the Most Recently Modified Record

You’re deciding how to update records when a lead submits information that matches an existing record but includes some new information.

8. Select a template from the Send Auto-Reply Email drop-down list.

This is the template the e-mail that should be sent to customers when they submit this form.

Select New to upload a new template.

9. Type the subject for this auto-reply e-mail in the Subject field.

10. (Optional) Select the Send Email Notification check box.

When enabled, this automatically sends an e-mail to the sales rep who’s assigned to the case. In the Cc field, you can add e-mail addresses to copy on the sales rep’s notification e-mail.

If you’re finished setting up your form, click the Save button. To set appearance settings, such as the color theme and font, continue on to the next section.

Setting up form looks

Forms should look like the rest of your Web site. You want your form to say “Fill me in, you handsome prospect!” With forms, as with interviews, first impressions count.

To set up the appearance of your form:

1. (Optional) If you’ve saved your form, click the Edit button.

2. Choose the Set Up Appearance tab.

3. Choose from the Number of Columns Shown drop-down list.

4. Choose from the Color Theme drop-down list.

The theme can match your Web site and/or logo. If none of these color themes are suitable, administrators can create new color themes by choosing Web Site from the Setup tab menu.

5. Select from the Font drop-down list.

Unfortunately, you can’t add fonts to this list. The only way to use a custom font on a form is to create a custom HTML template for it.

6. (Optional) Select the Unlayered Sections check box.

This means customers must scroll down to fill in more fields instead of organizing fields on tabs.

7. Choose an option from the Button Alignment drop-down list:

• Left

• Right

• Center

8. From the Form Logo drop-down list, select an image from your File Cabinet.

The image appears at the top of this form. Preferably, you’ll choose your company’s logo.

To upload a new file, select New.

9. Click the Save button.

Linking up

A new tab is added to the record where you edit the properties of the form: the External tab. On this tab, you can find the Publishable Form URL for linking to your form. The Publishable Form URL can link to this form from your Web site, whether you use a NetSuite Web site or not.

To load the online form within the body of an existing Web page, you can use <iframe> tags, as in <iframe src=https://forms.netsuite.com/yourform></iframe>.

You can also pass certain information into the form via the URL using URL parameters, which are listed in Table 9-1. For example, if you want to set the partner on a record by default, you can link to the form in this format, where [PARTNER] is the partner’s name:

https://system.netsuite.com/app/site/crm/externalleadpage.nl?compid=ACCT000000&formid=1&h=1bdc80a058&partner=[PARTNER]

Table 9-1 Parameters That Pass Info Through a Linked Form to a Record
Field	Parameter
Company Name	&companyname=
City	&city=
Country	&county=
Email	&email=
Lead Source	&leadsource=
Login Password	&password=
Partner or Partner Code	&partner=
Phone Number	&phone=
Promotion Code	&promocode=
State	&state=
Zip/Postal Code	&zip=

Getting an example HTML template

Use the following example code to help you create a custom HTML template for your online customer form:

<NLFORM>

<HTML>

<Head>

<Title>OnlineLeadForm</Title>

<link href=”/images/zengarden-sample[1].css “ rel=”stylesheet” type=”text/css”>

<style type=”text/css”>

</style>

</Head>

<Body>

<table width=”60%” border=”0” align=”center”>

  <tr>

    <td bgcolor=”#FFFFFF” valign=”bottom” align=”center” height=”55”>

      <p align=”left”> <NSLOGO>

    </td>

  </tr>

  <tr>

    <td bgcolor=”#FFFFFF” valign=”middle” align=”center” height=”1”>

    <hr color=”#CCCCCC” align=”left” size=”1”></td>

  </tr>

    <tr>

    <td class=”textll”><h1>

      <center>

          <span class=”mainheader1 style1”>Register With Us!</span>

        </center>

    </h1>

      <p align=Left> This is a sample online form template.

      <p> New leads would complete the fields below:

      <p><b>Name</b> <NLFIRSTNAME> <NLLASTNAME><br>

        Here you might enter special instructions.

      <p><b>Company Name</b> <NLCOMPANYNAME>

      <p><b>Email Address</b> <NLEMAIL>

  <p><b>Street Address</b> <NLADDRESS1>

      <p><b>City</b> <NLCITY>

      <p><b>State</b> <NLSTATE>

      <p><b>Zip/Postal Code</b> <NLZIPCODE>

  <p><input type=”submit” value=”Button Text”></p>

  <p align=”center”>

  <a href=”http://www.linkbacktoHomePage.com”>Company Home</a> |

  <a href=”http://www.link1.com”>Support</a> |

  <a href=”http://www.link2.com”>Help</a>         

    </td>

  </tr>

</table>

</Body>

</HTML>

</form>

Assigning Leads to Sales Reps

When you set up automatic routing rules and assignments, new leads that meet your rule criteria are automatically assigned to the correct sales employees or teams. This is especially useful if the majority of your leads come in via online forms.

Setting up routing goes this way:

1. Create sales rules, which are the criteria for the leads that will be routed.

2. Set up sales territories, which assign to the correct employees the leads that meet those rules.

3. Set up e-mail notification for employees to let them know they have a new lead.

Creating sales rules and territories

Sales rules. Yes, that’s true but it’s not what NetSuite means by sales rules. Sales rules are basically saved searches using specific information from the lead record. You can create sales rules based on the lead’s location, the subject of the lead’s inquiry, or the lead’s category, just to name a few criteria.

Keep in mind while you’re creating rules that you can group rules when you create territories and decide if all the rules or just any one rule in the group must be met for the case to be assigned.

For example, you may create a rule for leads interested in a certain product and rule for leads in California. When you create the territory to assign the lead to a sales rep, you can choose that a lead must both be interested in that product and be from California to be assigned to John Smith, your local sales rep.

To create a sales rule:

1. From the Setup tab menu choose Sales & Marketing Automation⇒Set Up Sales Rules⇒New.

The Select a Customer Rule Field page appears.

2. Click a link for the field that this rule will apply to.

This is similar to choosing a filter when you perform a search in NetSuite. Once you choose a field from the customer record, you can set criteria based on information for that field.

When you choose a field, the Customer Field Rule page appears, as shown in Figure 9-2. The fields on each page depend on the type of field you chose for your rule.

3. On the Customer Field Rule page, set the search criteria for your rule.

4. Click the Save button.

Figure 9-2: Create criteria for the Lead Source field on the Customer Field Rule page.

Continue setting rules with different criteria based on all the ways you may assign employees to leads. Once you’re finished creating sales rules, you need to assign them to employees using sales territories.

Creating sales territory

Sales territory certainly implies geography, but territories can be far more flexibly defined than something like Northeastern United States. You may have a combination of geography and product line (or even numerous additional criteria) for creating a sales territory.

To create a sales territory:

1. From the Setup tab menu choose Support⇒Manage Sales Territories⇒New.

The Sales Territory page appears, as shown in Figure 9-3.

2. Type a name and description.

3. Click one of the radio buttons:

• Match All Rules requires that all criteria of the rules you add must be met.

• Match Any Rules requires that the criteria of any of the rules can be met in order for a lead to be assigned according to this territory.

For example, you may set up a rule for customer names starting with S and a rule for company names starting with S and select Match Any Rule to catch all companies and customers beginning with S.

4. Choose the Configure Rule Definitions tab.

5. Select and add each rule with criteria for leads that should be assigned to a certain person.

6. Choose the Lead Assignment tab.

7. Select and add each person who should be assigned to leads that meet the criteria of the attached rules.

Employees must have the Sales Rep check box selected on the employee record in order to be included in this drop-down list. If you select more than one sales person, leads that come in meeting this criteria are assigned down the list, round-robin style.

8. Click the Save button.

Figure 9-3: Combine rules with sales reps on the Sales Territory page.

Continue setting up territories for each set of criteria and person who needs to be assigned to leads. New leads are automatically assigned based on your criteria and groupings. Existing leads, prospects, and customers aren’t affected.

Any customers who aren’t assigned to a sales rep using your rules and territories are automatically assigned using the default round-robin territory, which distributes customers evenly among all sales reps. If you’d rather customers remain unassigned if they don’t meet your criteria, you can edit and inactivate the default round-robin territory.

Reassigning existing leads, prospects, or customers

If you have outstanding leads that need to be reassigned because of employee changes, use the Territory Reassignment tool.

To reassign existing leads, prospects, or customers:

1. From the Setup tab menu choose Sales & Marketing Automation⇒Territory Reassignment.

A Mass Update screen appears.

2. Choose the Criteria tab.

3. Create filters that apply to any leads, prospects, or customers that need to be reassigned.

The Filter drop-down list has many, many fields you can choose from. In some cases, a pop-up window appears with additional values. For example, if you choose Partner, a list of partners appears in case you want to further narrow the selection to a particular partner.

4. Click the Preview button.

This displays which records will be updated.

5. Deselect the check box next to any records that shouldn’t be reassigned.

6. Click the Perform Update button.

All leads, prospects, or customers who remain checked are updated to the new assignment.

Managing Quotas and Forecasts

You can set up monthly goals for sales reps or sales teams in NetSuite as quotas. Quotas can be

Per item, class, or department

Based on total sales

You can then view reports comparing the quota to the forecast to see how each sales rep or team is doing during the month, and you can base sales rep compensation on quota using commission schedules and plans.

Establishing quotas

Quotas set a bar for how much a rep should bring in each month. You can enter a yearly total and have it fill down per month, or you can vary each month based on seasonal demand. You can also choose to set quotas for specific items or classes.

To establish a quota:

1. From the Forecast tab menu choose Setup⇒Establish Quotas.

The New Quota page appears, as shown in Figure 9-4.

2. Select from the Rep drop-down list.

Only employees with the Sales Rep check box selected on the Employee record show in this field.

3. (Optional) In the Item, Department, Class, or Location drop-down lists, make this quota for a specific area.

If you create quotas by class, department, and location, you can compare the forecast to quota using the Forecast reports available from the Reports tab menu.

4. Do one of the following in the Total field:

• Enter a total for the entire year; then click the Distribute button. The total is dispersed evenly for each month.

• Leave this field blank and enter the monthly quota in the January field. Click the Fill Down button to enter this quota for every month.

• Leave this field blank and fill in each month’s amount. The total will add up in this field.

5. (Optional) Select the Team Quota check box.

Now this is the total quota for this sales rep and all of his or her subordinates.

6. Click the Save button.

Your quota is now set for this rep or this rep’s team.

You can view current progress toward the quota using the Forecast page: From the Forecast tab menu by choosing Setup⇒Edit Sales Rep Forecast.

You can add several standard KPIs to your dashboard for a quick glance at quota standings. To do so, follow along:

1. Click Personalize Dashboard (on the page where you’d like to add the KPI).

2. Click Key Performance Indicators in the Add Content pane on the left side of the page.

3. In the KPI portlet, click the Set Up link.

A window opens.

4. Click the Add Standard KPIs button.

Figure 9-4: Set up quotas for sales reps on the New Quota page.

Managing the forecast

The sales forecast is the sum of all sales and all expected sales for a sales rep in a period of time. More specifically, it’s determined by the following:

Current invoices

Cash sales

Unbilled sales orders

Opportunities

Estimates

Potential for income

In NetSuite, you can finely tune forecasts by

Setting probability amounts on opportunities and estimates.

Setting minimum probability amounts with other settings on the Sales Preferences page, which you can reach from the Setup tab menu by choosing Sales & Marketing Automation⇒Sales Preferences.

Sometimes you need to change a sales rep’s forecast for a more realistic picture of what he thinks will sell by the end of the month. Because the sales rep has the best feel for this, she can override the calculated forecast.

To edit his forecast, a sales rep can follow these steps:

1. From the Forecast tab menu choose Setup⇒Edit Sales Rep Forecast.

2. In the Override fields, adjust the forecast amounts.

3. Click the Save button.

The override amount is now shown on forecast reports and key performance indicators (KPIs), which are viewed by managers and executives.

The sales manager can also edit the entire forecast based on the performance history of her team of sales reps. If a manager knows that a certain rep often sandbags his forecast, for example, the manager can increase that rep’s forecast as needed. The override entered by the manager shows on reports and KPIs for executives, but the sales rep still sees the amount he originally entered.

To set preferences for how forecasts are calculated and reported on, go to Setup⇒Sales & Marketing Automation⇒Sales Preferences, and click the Forecasts tab.

Show Me the Money: Commissions

You can reward for the sales that reps have closed by paying them commissions through NetSuite. NetSuite offers several options for how to pay commissions.

When you set up commissions, you create a matrix for how it is calculated based on the following:

Items

Percentages

Linear or marginal scales

Targets relative to percentage of quota

Sales reps can also watch their own commission payments grow using KPIs and commission reports.

Usually, sales reps are assigned to customers, and every time the customer makes a purchase, the sales rep is credited with the sale. However, you can override the sales rep responsible for a sale on the transaction itself if needed, and you can even set up sales teams where each rep gets a set percentage of the commission based on her involvement.

You can also reward partners with commissions using the same methods you do for employees, so we have included partners in these steps.

Enabling commissions

When you choose to pay sales reps commissions through NetSuite, you have the flexibility to set up some reps for commissions and leave others as ineligible. This helps keep your reports and commission pages clear of those reps who shouldn’t ever receive commissions.

Sales managers can’t perform the tasks outlined in this section; you have to be an Administrator to follow these steps.

1. Enable the Employee Commissions feature from the Setup tab menu by choosing Company⇒Enable Features.

The Employee Commissions check box is on the (you guessed it!) Employee tab.

2. Enable the Partner Royalties/Commissions feature from the Setup tab menu by choosing Company⇒Enable Features.

This feature must be enabled before you can pay partners commissions.

Now set up sales reps for commission.

3. Choose based on who gets the commission:

• Employees: From the Lists tab menu, choose Employees⇒Employees.

• Partners: From the Lists tab menu, choose Relationships⇒Partners.

The Employees or Partners list appears.

4. Click Edit next to the person who should get commission.

5. On the Commission tab, select the Eligible for Commission check box.

6. Click the Save button.

For partner records, this creates an identical Vendor record for the partner so that you can write checks to the partner.

You can set preferences for how commissions are handled at Setup⇒Sales & Marketing Automation⇒Set Up Commissions. Sales Managers can set these preferences, which include whether to include shipping items in commission calculations, requiring accounting approval, and the related expense account. These settings apply to both employees and partners.

Creating commission schedules

Commission schedules define how commission is calculated. After choosing the criteria commission is based on, you set up the specifics in a commission matrix that is used to calculate the commission rates for a set of thresholds.

For example, you may create a schedule for paying some employees or partners a flat rate of 5% per sales total and create another schedule for paying some employees or partners a linear rate of 10% of the profit for orders equal to or under $100 and 15% of the profit for orders over $100.

1. From the Forecast tab menu choose Commissions⇒Employee Schedules (Partner Schedules)⇒New.

The New Commission Schedule page is shown in Figure 9-5. You set the formula for how much commission is paid on commission schedules. You can set up more than one if you pay different employees or partners at different rates.

2. Type a name for the schedule.

3. From the Commission On drop-down list, select what to pay commission on:

• Sales Amount

• Alternate Sales Amount

• Quantity

• Inventory Profitability

• Inventory Total Profit

4. From the Eligible Amount drop-down list, choose when commission is eligible to be paid out.

For example, you may allow 10 percent to be paid when the order is billed and 90 percent when the order is paid.

5. Select a Calculation Scale radio button:

• Flat Rate: Paid at a flat dollar amount or percentage.

• Marginal: Paid per sale within a given bracket. You set up brackets in the bottom part of the page.

• Linear: Paid by bracket rate per total amount reached for all sales.

6. (Optional) Select the Rate radio button and choose from the following:

• Percentage

• Amount

• Target Factor (If the commission is based on a quota that uses a linear scale, using a target factor lets you award a percentage of the target factor based on the percentage of quota met.)

7. (Optional) Select the Automatically Create Plan check box.

This creates a plan that includes the commission schedule you’re setting up here. This saves you a step, since you must have a commission plan to assign and pay commission. It’s common to have one plan per schedule, so checking this box can save you the time of setting up a plan to be associated with this commission schedule.

You can assign more than one schedule to a plan, however, so future schedules you create for the same plan should have this box cleared.

8. Click the Save button.

Figure 9-5: Create a commission schedule to define how you will pay employees or partners.

You now have a commission schedule (a way of calculating commission) and you have a commission plan (which groups and assigns schedules). Once these two are in place, you can create additional schedules for alternate methods of paying commissions, or edit your commission plan to group schedules together (if needed) and assign them to employees or partners for payment.

Creating and assigning commission plans

On commission plans, you can combine commission schedules and assign them to employees or partners. Combining schedules in one plan allows you to pay the same employees or partners in different ways. For example, you may want to reward sales reps with a flat rate of all sales but also reward them additionally for sales from new customers or sales of certain items.

Setting up a plan and assigning it to employees or partners are the key steps in making sure sales reps are set up to receive commission. Employees and partners can be assigned to only one plan at a time, and they must be assigned to a plan in order to receive payment.

You may have done this step by selecting the check box to create a commission plan when you created the commission schedule. In that case, you can skip creating a commission plan.

You set up commission plans this way:

1. From the Forecast tab menu choose Commissions⇒Employee Plans (or Partner Plans)⇒New.

The New Commission Plan screen appears.

2. From the Schedule drop-down list, select the schedules you want to combine.

3. From the Assign Plan to Employee or Partner drop-down list, select an employee or partner.

4. Type a name for your plan.

The name should help you remember who is on the plan.

5. Click the Save button.

Cutting the check

After you have set up schedules and plans and assigned your plans to employees and partners, commission amounts begin to be calculated on sales.

However, you must have commissions authorized before payment is made. This keeps commission payments from being automated without a double-check from management. Commissions are authorized from the Forecast tab menu choose Commission⇒Authorize Employee Commissions or Authorize Partner Commissions.

If you have the Require Accounting Approval of Employee Commissions preference enabled at Setup⇒Sales & Marketing Automation⇒Set Up Commission, an accountant or administrator must approve each commission payment before a check can be written.

Payments show up for accounting approval after they’re authorized by management. Employee commissions are approved from the Forecast tab menu, by choosing Commissions⇒Authorize Employee Commissions or Approve Partner Commissions.

Commission checks can be automatically included in payroll checks if you process your payroll through NetSuite. To include commission in sales reps’ paychecks, an administrator can set this option:

1. From the Setup tab menu choose Payroll⇒Set Up Payroll.

2. Choose the Preferences tab.

3. Select the Pay Employee Commissions on Paychecks by Default check box.