Performance Pay overviewLast updated on 09/14/2022
Performance pay in ServiceTitan includes commissions from sales and bonus pay awarded for invoice items on completed jobs, also known as spiff. Performance pay is calculated based on the technician’s payroll settings and the commission settings of items in your pricebook.
Things to know
Only managed technicians are eligible for automated performance pay.
If your account is not configured for automated performance pay, you can award commission pay and bonuses through payroll adjustments.
Run performance pay reports using the Master Pay File report or Payroll Detail report. Note: Invoices must be posted to be included in the report.
If you need additional performance pay options, consider Configurable Payroll. You can create multiple pay profiles that award performance pay based on custom settings and rules. Contact Technical Support for details.
If you have Configurable Payroll enabled for your account, Configurable Payroll pay profiles take precedence over standard payroll settings.
If you enable multiple performance pay options, bonus pay stacks up. For example, if a technician qualifies for item-based pay and pays-commission pay, they receive both. Make sure to double-check your payroll and pricebook settings to avoid overpaying your technicians.
Sales commission is paid to the technician assigned Sold by credit on a job invoice. Typically this is awarded to the sales technician who sells an estimate that results in a completed install job.
Commission is calculated based on:
The technician’s Sold By Rate in the Payroll tab of their profile under the Performance Pay section
The install job’s commissionable base, which is typically the invoice subtotal. Note: Deducting job costs, such as materials used with a service, from commissionable base requires account configuration. Contact your Technical Support for details.
A sales technician with a Sold By Rate of 5% sells an estimate for a $1,100 kitchen sink install. $100 worth of materials are considered job costs which reduces the commissionable base to $1,000.
When the sold estimate is booked into an install job and completed, the sales technician received a $50 commission.
ServiceTitan offers several ways to award bonus pay based on items on a completed job invoice.
Item-based bonus pay
Pays-commission bonus pay
Manage bonus settings by editing your technicians’ payroll settings and editing pricebook items.
Note: You can deduct materials and equipment costs from bonus calculations to protect gross margins.
Bonus pay is awarded to managed technicians who are credited on the completed job invoice. If multiple technicians work a job, you can adjust splits on the invoice to distribute spiff.
Item-based bonus pay
Item-based bonus pay is based on a percentage of the price or a flat dollar amount for an invoice item on a completed job.
The amount is based on the Bonus settings in the Commission tab of the item in your pricebook.
Jill and Clayton complete a job with two invoice items:
Item #1 awards a flat $50 bonus
Item #2 is priced at $1000 and awards a 5% bonus
Jill receives a 60% split; Clayton receives a 40% split
The bonus calculation is: [spiff] * [technician split]
For this job, the total spiff is $100. Jill and Clayton receive bonuses of $60 and $40, respectively.
Pays-commission bonus pay
You can also set bonuses for pricebook items based on an individual technician’s commission rate. This is useful if you want to incentivize individual technicians to sell specific items.
Pays-commission bonus is paid when:
Pays Commission is selected in the Commission tab of the invoice item in your pricebook
The technician has a percentage set in the Commission Rate field of the Payroll tab of their profile under the Performance Pay section
Dana and Ryan complete an install job:
A $200 invoice item pays commission
Dana and Ryan have 50% splits on the invoice
Dana has a 5% commission rate; Ryan has a 10% commission rate
The bonus calculation is: [item price] * [split] * [commission rate]
Dana receives a $5 bonus; Ryan receives a $10 bonus.
You can pay bonuses based on a percentage of revenue generated in a given pay period. You can increase the percentage for higher revenue ranges to incentivize technician productivity.
Note: Revenue is defined as split-adjusted invoice subtotals for jobs completed within a pay period, minus any material and equipment cost adjustments.
Set range bonuses for your technicians in the Payroll tab of their profile.
Carlos earns a percentage of revenue based on these ranges:
$1,001 to $5,000 - 3%
$5,001 to $9,999 - 4%
For pay period 1, he generates $4,000 in revenue
For pay period 2, he generates $6,000 in revenue
For pay period 1, Carlos earns $120 in bonus pay. For pay period 2, he earns $240.
A tech-specific bonus is a separate bonus rate for pricebook items based on a technician’s default adjustment rate.
Note: This feature is only available for specific payroll types and requires additional account configuration. Contact Technical Support for details.
Tech-specific bonus is paid when:
Pay tech-specific bonus is selected in the Commission tab of the invoice item in your pricebook
The technician has a percentage set in the Default Adjustment Rate field of the Payroll tab of their profile under the Performance Pay section
Want to learn more?
Visit ServiceTitan Academy to enroll in Setting Wages for Technicians
Important note: Some features may not be currently included in your account and additional configuration may be required. Please contact technical support for details.
Disclaimer: Information provided in this article is for informational purposes only and it should not be construed to be legal advice. Information provided in this article may also not constitute the most up-to-date legal or other information. You should not act or refrain from acting on the basis of any information in this article to meet any compliance requirements without seeking independent legal or other professional advice.