Commission Pipeline Tracking charts help you monitor commission income as it moves through different stages—from initial expectations to final payout. These charts visualize the flow of commission dollars through your pipeline, helping you forecast cash flow, reconcile commission statements, and identify potential losses before they impact your income. Available in My Commission Pipeline (Agent view) and Agency Commission Pipeline (Agency-wide view).

Understanding Commission Stages

Commissions move through three primary stages as policies progress from opportunity to payout:

Expected Commissions (Teal)

• What it represents: Projected commission income from open opportunities in your pipeline
• Source: Opportunities entered in SalesBoard with estimated premium and commission rates
• Typical value: 100% of opportunity value (before conversions or losses)
• Use case: Forecasting potential income, pipeline capacity planning

Pending Commissions (Orange)

• What it represents: Commission from policies issued but awaiting approval or verification
• Source: Policies created and marked as "issued" but not yet approved by underwriter or carrier
• Typical value: ~25% of expected (opportunity converted to policy, pending final approval)
• Use case: Near-term cash flow forecasting, tracking policy approval delays

Posted Commissions (Blue)

• What it represents: Confirmed commissions ready for payout or already paid
• Source: Approved policies with confirmed commission calculations
• Typical value: ~95% of expected (some opportunities lost, but approved policies confirmed)
• Use case: Actual income tracking, commission statement reconciliation

Loss (Red - Optional)

• What it represents: Opportunities that did not convert to policies (lost sales)
• Source: Opportunities marked as "Lost" or "Declined" in SalesBoard
• Display: Shown as negative values when "Show Loss" toggle is enabled
• Use case: Loss analysis, conversion rate tracking, identifying why deals fail

Agent vs Agency Perspectives

My Commission Pipeline (Agent View)

Shows only your personal commission pipeline—opportunities you own, policies you create.

• Who sees it: Individual agents tracking their own commission flow
• What it shows: Your expected, pending, posted commissions and losses over selected period
• Use case: Personal income forecasting, identifying stuck opportunities, tracking conversion rates

Agency Commission Pipeline (Agency View)

Shows aggregate commission pipeline across all agents—total agency opportunity value and commission flow.

• Who sees it: Agency owners, managers, users with agency-level permissions
• What it shows: Total agency expected, pending, posted commissions and losses over selected period
• Use case: Agency cash flow planning, team performance analysis, capacity management

Reading the Chart

Visual Elements

• Teal Line: Expected commissions (opportunities projected value)
• Orange Line: Pending commissions (policies awaiting approval)
• Blue Line: Posted commissions (confirmed payable commissions)
• Red Line (optional): Loss (opportunities that failed to convert)
• X-Axis: Time intervals based on selected period
• Y-Axis: Commission dollar amount

Interpreting the Lines

• Teal Above All: Expected commissions highest—healthy pipeline with many opportunities
• Orange Between Teal and Blue: Pending commissions in middle—policies waiting approval, normal flow
• Blue Near Orange: Posted commissions close to pending—fast approval process, good conversion rate
• Wide Gap (Teal to Blue): Large difference between expected and posted—either high loss rate or many opportunities not yet converted
• Red Line Deep Below: Significant losses visible—many opportunities failing to convert

Show Loss Toggle

The "Show Loss" toggle switch (upper-right) controls whether lost opportunities appear on the chart:

• Toggle OFF (default): Chart shows only positive values—expected, pending, posted commissions
• Toggle ON: Chart adds red line showing losses as negative values below X-axis
• When to enable: Use when analyzing conversion rates, identifying loss patterns, or troubleshooting pipeline issues
• When to disable: Use when focusing on cash flow forecasting without loss distraction

Period Selector

Choose your time range:

• This Week: Daily pipeline snapshots for current week
• This Month: Daily pipeline data for current calendar month
• This Quarter: Weekly pipeline data for current quarter (Q1-Q4)
• This Year: Monthly pipeline data for current calendar year
• Year to Date: Monthly pipeline from January 1st through today
• Last Year: Monthly pipeline data for previous calendar year

Common Use Cases

Cash Flow Forecasting

Use "This Month" view to:

• Estimate commission income for next 30-60 days based on pending commissions (orange line)
• Identify when expected commissions (teal) will likely convert to posted (blue)
• Adjust personal spending plans based on confirmed vs. projected income
• Plan estimated tax payments based on posted commission trends

Pipeline Health Monitoring

Compare teal (expected) vs. blue (posted) lines:

• Lines Close Together: Healthy conversion—opportunities converting to commissions efficiently, minimal losses
• Lines Far Apart: Either many opportunities marked as lost in SalesBoard or opportunities stuck in pending stage—investigate
• Teal Declining: Opportunity pipeline shrinking—need more prospecting or lead generation
• Orange Stuck Flat: Policies stuck in pending approval—follow up with underwriters or carriers

Commission Reconciliation

Use "This Quarter" to reconcile commission statements:

• Compare blue line (posted commissions) to actual commission statement totals
• Identify discrepancies between system-calculated commissions and carrier payouts
• Track when pending commissions (orange) convert to posted (blue)—timing delays indicate approval bottlenecks
• Verify all issued policies appear in pending or posted stages

Loss Analysis

Enable "Show Loss" toggle and review red line:

• Identify periods with high loss rates (deep red valleys showing opportunities marked as "Lost" in SalesBoard)
• Correlate losses with specific events (product changes, pricing increases, competitor activity)
• Review lost opportunity details in SalesBoard to understand why deals failed (price objections, went with competitor, timing issues)
• Compare loss values to expected values—if losses are high relative to expected, conversion strategy needs improvement

Team Performance (Managers)

Use Agency Pipeline view to:

• Assess team pipeline capacity—is teal line growing or shrinking?
• Identify systemic approval delays—large gap between orange and blue lines
• Forecast agency cash flow for payroll and expense planning
• Compare current quarter pipeline to prior quarter for growth trends

Interpreting Patterns

Healthy Pipeline Indicators

• Consistent Teal Growth: Expected commissions trending upward—active prospecting, growing pipeline
• Steady Blue Growth: Posted commissions increasing—converting opportunities to income successfully
• Small Gap (Teal to Blue): Lines close together—high conversion rate, minimal losses
• Orange Moves Quickly: Pending commissions don't linger—fast approval process

Warning Signs

• Teal Declining: Expected commissions dropping—pipeline drying up, need more opportunities
• Large Gap (Teal to Blue): Big difference between expected and posted—either high losses or slow conversions
• Orange Flatline: Pending commissions stuck at same level—policies awaiting approval too long
• Deep Red Valleys: Significant losses showing—poor conversion rate, need to investigate why deals fail
• Blue Declining: Posted commissions dropping—fewer opportunities converting, income at risk

Tips for Maximizing Value

• Weekly Pipeline Review: Check "This Month" view every Monday—monitor pending commissions moving to posted
• Enable Loss Periodically: Turn on "Show Loss" monthly to review opportunities marked as lost and identify why deals fail
• Track Lost Opportunities: When red line shows losses, review those opportunities in SalesBoard to understand failure reasons
• Follow Up on Pending: If orange line stays flat, contact underwriters to expedite approvals
• Correlate with SalesBoard: Review opportunities in SalesBoard when teal line declines to understand pipeline changes
• Use with Commission Charts: View alongside Commission Earnings Charts to compare forecasted vs. actual income

Troubleshooting

Expected Commissions Show Zero

• No Open Opportunities: If you have no opportunities in SalesBoard, expected will be zero
• Opportunity Stage: Only opportunities in "Open" or "Quoted" stages count—closed/lost opportunities excluded
• Period Selection: Ensure period covers dates when you had active opportunities

Pending Never Moves to Posted

• Approval Workflow: Policies require underwriter approval before commissions post—follow up on delayed approvals
• Commission Calculation: System may be awaiting commission data from carrier—verify commission rates configured
• Policy Status: Confirm policies are marked "Approved" not just "Issued"

Chart Doesn't Match Statements

• Timing Differences: Chart shows earned commissions (policy effective date); statements show paid commissions (payment date)
• Chargebacks and Adjustments: Commission statements include adjustments not reflected in opportunity/policy data
• Split Commissions: If commissions split between agents, chart may show full amount while statement shows your split

Best Practices

• Update Opportunities Regularly: Keep SalesBoard updated—mark lost opportunities promptly with reason codes for accurate pipeline tracking
• Monitor Loss Patterns: Review opportunities marked as "Lost" in SalesBoard monthly to identify common failure reasons
• Weekly Pending Review: Check pending commissions every Monday—follow up on stuck approvals
• Quarterly Reconciliation: Compare posted commissions to commission statements quarterly
• Loss Analysis Monthly: Enable "Show Loss" once per month to visualize impact of lost opportunities on pipeline
• Forecast Conservatively: Account for typical loss rates when forecasting expected commission income

Next Steps

Commission Pipeline Tracking works best when combined with other tools:

• SalesBoard: Manage opportunities that feed expected commissions—keep pipeline updated
• Commission Earnings Charts: Compare pipeline forecast (this widget) to actual earnings (commission chart)
• Performance Metrics Cards: View total commission dollar amount alongside pipeline flow