How I help / Run & grow it
Commissions and targets. Clear rules, clear routes.
I design the processes around sales compensation: how targets are set and communicated, how incentive terms are written down, and how people raise a commission question and get it to the right review.
Experience: commission disputes and target setting at Vodafone Business; commission terms at Oosto
Commissions and targets, at a glance.
What it covers
Target setting, target letters, incentive terms and a structured route for commission questions and disputes.
Why it matters
Pay is personal. Unclear rules, or a query lost in an inbox, cost goodwill and pull attention away from selling.
How I work
Agree the rules and owners, then give people one clear way to raise an issue, with the information a reviewer needs.
What you get
Documented processes, communication people understand, and tools or tutorials that help them use it.
Where compensation processes break.
Commission plans are usually clear to the people who wrote them. For everyone else, questions arrive by email, chat and corridor conversation, and the answer can depend on who you ask.
Targets have a similar problem across organisations. When different teams set targets in different ways, the letters people receive may not line up with the plan above them.
Disputes arrive everywhere
Without one route, queries get lost, duplicated or answered inconsistently. A structured submission gives each case an owner.
Targets do not add up
Targets set separately at different levels need aligning, so individual letters reflect the agreed plan.
Terms live in people’s heads
Written incentive terms and conditions make the rules visible before a question becomes a dispute.
How I work on it.
Map the current flow
Follow a real query or target cycle. Who sets, approves, communicates and reviews each step?
Agree rules and decision owners
Clarify the terms, the evidence a reviewer needs and who makes each decision. I design the route; your organisation keeps the decisions.
Give people one route
A structured way to raise an issue, such as a submission form or app, with the right details captured the first time.
Explain and support
Clear communication and short training materials, such as video tutorials, so people can use the process without help.
Commission and target work I have done.
At Vodafone Business, I built a commission-dispute tool through which colleagues could submit issues via a Power BI app. I also worked on target letters, developed an aligned target-setting process between Vodafone Business and operating companies, and created Anaplan video tutorials to help colleagues use it.
At Oosto, now part of Metropolis, my sales and marketing operations work included fiscal-year commission terms and conditions.
A sensible first step.
Start with one cycle: the next target round, or the commission queries from the last quarter. Focused discovery can map that one process and end with a solution plan, plus a clickable demo when that helps.
Where compensation processes span several organisations or systems, a complex systems assessment gives a clearer view first. Current prices are under Engagements & pricing.
Focused discovery and assessmentsA useful next step
Which commission question keeps coming back?
Tell me how targets and commission queries work today. Keep confidential figures for later; the first 30-minute conversation is free.
You’ll speak directly with me about the problem, the fit and a sensible next step.
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hello@richardzoltantoth.com
Online meetings worldwide.
No VAT added — I’m not VAT registered.
View the full engagement terms.