Objective
This guide explains how to build a report that automatically identifies deals for which the commission rate paid falls outside company standards and is worth investigating.
Record Report :
The Record Report works at the source record level (the deal, the invoice, the opportunity). Each line corresponds to a unique combination of deal + user + period + commission plan.
⚠️ Important: the same deal can appear several times in the report. If a deal is processed in both the AE plan and the SDR plan, it generates two lines, one per plan. This is normal and intended: it is what makes cross-plan analyses possible.
The Record Report is particularly useful to:
Analyze the commission cost per deal, across all populations
Check that commissioning is consistent with standards
Identify anomalies or outliers
Prerequisites
You must first have created and flagged metrics in your commission plans. A metric is a calculated field that you expose at the reporting level (e.g. the commission amount paid on a deal).
This step is covered in the dedicated article on flagging metrics.
Steps to build the report
1. Create the report
On the Reporting page, click + Create a new report
Give your report a name (e.g. "Commission rate analysis, deal by deal")
Select the Record Report type
Choose your working currency (can be changed later, including in multi-currency)
Attach the report to a data table (e.g. Opportunity)
⚠️ Watch out: only tables for which at least one metric has been created and flagged are available at this step.
Click Next and select your metrics (e.g. Commission Booking, Commission Meeting, Cash Collection)
Select the table fields to include (e.g. Stage, Type, ARR, Professional Services)
Click Create
⚠️ Watch out, default filter: when the report is created, Qobra automatically applies the filter "statement date is in the current month". If your report appears empty, it is not a bug: most likely no statement has been calculated for the current period (e.g. quarterly plan in the middle of a quarter). Adjust the filter to target the last calculated period.
2. Understand the two types of fields
Metrics come from the flagging done in the plans. They are shared across all reports: modifying them impacts every report that uses them.
Calculated fields (formulas and aggregates) are created directly in the report and are specific to it: modifying them has no impact elsewhere.
3. Create a "Commission Total" formula
Goal: get the total commission from all sources, for each line.
Add a Formula field named "Commission Total"
Formula:
@Commission Booking + @Commission Meeting + @Cash CollectionType: Currency
4. Create a "Total commission per deal" aggregate
Goal: aggregate the commission at the deal level (since the same deal can have several lines).
Add an Aggregate field named "Total commission per deal"
Source field:
@Commission Total, Function: Sum, Aggregation group: Deal
5. Create a "Commission rate per deal" formula
Formula:
@Total commission per deal / @ARRType: Percentage
Note: this calculation can also be done directly in the commission plan and then exposed via flagging. Both approaches are valid.
6. Create a "Check" verification column
Add a Formula field named "Check"
Logic:
If commission rate per deal ≥ 20% → ⚠️ Alert
If commission rate per deal ≥ 15% → 🔍 To review
Otherwise → ✅ OK
Type: Text
7. Rearrange the display
Click Manage fields and:
Bring to the top: Check, Commission rate per deal, Total commission per deal
Hide the intermediate columns that are only used for calculation
⚠️ Hiding a field does not delete it: it remains usable in formulas but is no longer displayed in the report.
8. Build the Pivot
In the Pivot tab:
Rows: Check → Deal → Sales rep
Values: Commission rate (Max), Total commission per deal (Sum)
You get a summary view grouped by status: Alert, To review, OK.
9. Create a Chart
In the Chart tab:
X axis: Check
Value: Total commission per deal (Sum)
This chart gives an immediate reading of the financial distribution of risk, for example the share of commissions concentrated on deals to watch or in alert.
Who is it for?
This type of report is useful for a managerial report or a financial control point, particularly for RevOps and Finance teams