Lead Commissions & Conversion
Pay technicians for leads they spot from the route and office staff for leads they convert, then see who finds the business, who closes it, what it earned, and what was paid.
Updated October 22, 2026
Your crews see the business before the office does; this is how you pay them for it, and how you see who is actually bringing it in. Three commission rules and one report:
- Lead spotted in the field (qualified) — a flat award to the technician when the office qualifies a lead they sent from the app.
- Lead won — paid to the technician who spotted it — flat, or a percent of the first billable invoice.
- Lead won — paid to the office owner who converted it — the same event, for leads from any source you choose, so the office is paid for closing website, phone and Front Desk leads too.
All three are part of Worker Compensation: they appear on pay statements, approve with the period, and correct themselves when an invoice changes. The report, ReportsLead Commissions, works without the rules (counts and revenue), but pays nothing until Worker Compensation is active.
Write the rules
Under SettingsCompensationCommission Rules, choose New commission rule and pick one of the three lead triggers under Earned when. A spot award is always a flat amount; set Awards per technician per month to cap it, or leave it blank. The two won awards pay a flat amount or a percent of the first invoice (or the quote). The office award has a Lead sources picker; leave it empty to pay on every source. Each rule can be limited to pay tiers, employment types, work types and dates like any other.
Give office staff a pay assignment
Technicians with field roles are already paid by Worker Compensation. An office owner earns the office award only once they have an assignment under SettingsCompensationWorkers; a tier with no terms is enough. Until then the report marks their conversions needs pay setup and nothing is paid.
Qualify field leads promptly
The spot award is earned when the office qualifies the lead on Sales and BillingLeads (or moves it to an open stage on the board). Passing on a lead earns nothing and tells the technician why.
Read the report
ReportsLead Commissions has two tables. Spotters lists each technician: leads spotted in the range, how many still need review, qualified, passed, the junk share, quoted, won, win rate, revenue won, average time to review, and the spot, win and total awards. Converters lists the owner credited at each conversion with a count by source, revenue won, and the office award. The By source panel shows which channel converts and what it earned. Spotted, qualified and passed count leads captured in the range; won and revenue count first invoices issued in it, so a lead spotted in March and invoiced in May is revenue in May.
Approve with the period
Lead awards are ordinary commission lines on ReportsWorker Compensation: approve and pay the period as usual. A voided first invoice reverses the awards as a correction in the next open period.
Verify it worked
Qualify a field lead, then open ReportsWorker Compensation for the open period: the technician's statement shows a commission line reading "Lead spotted at … qualified by the office" with the rule's amount. Send the converted customer's first invoice and the "Lead … won" lines appear for the spotter and, when they have pay setup, the office owner.
If something is off
| Symptom | Check |
|---|---|
| The spot award did not pay | The lead is still Needs review, or it was passed on, or the technician already hit the monthly cap, or the rule's tiers, employment types, work types or dates exclude them. |
| A won award did not pay | No billable invoice yet; the lead has a quote that has not been invoiced; the lead is linked to an existing customer with no quote; or the payee has no pay assignment. |
| The office award went to the wrong person | It goes to the owner at the moment of conversion. Check the lead's Activity for who owned it then. |
| Dollar columns are missing on the report | Worker Compensation is not activated. The report keeps counting conversions and revenue without it. |
Frequently asked questions
When is a spot award earned?
On the day the office qualifies the lead, never when the technician sends it. It lands in the pay period that day falls in. A lead the office passes on earns nothing, and a cap per technician per month stops a flood of junk from paying.
What is "the first billable invoice"?
When a quote exists for the lead, it is the quote's invoice (or a contract quote's first invoice), and the award is figured on the quote total. When there is no quote, it is the first invoice created for the new customer that is sent, paid or past due after the conversion, on that invoice's total. An opportunity at a customer you already serve pays only through a quote, so their routine invoices never trigger a lead award.
Why does an office person show "needs pay setup"?
Lead awards go through Worker Compensation, which pays people with a pay assignment. Give them one under Settings → Compensation → Workers (a tier with no terms is fine) and the award pays from the next open period.
Who gets the office award when the owner changes later?
The owner at the moment the lead was converted, or whoever clicked Convert if it had no owner. That person is recorded on the lead when it converts, so later reassignments never move the money.
What happens if the first invoice is voided?
The awards reverse as prior-period corrections in the next open period, the same way every commission does. A re-sent invoice at the same total pays nothing twice.
Related guides
- Review Leads Your Crew Spots in the FieldTechnicians send prospects they drive past, with a photo and a map pin, to your Leads page. Qualify or pass on each, attach it to a customer you serve, map them, and export a mail list.
- Set Up Worker CompensationBuild pay tiers with per-visit, hourly or salary terms, assign each worker from a date, write bonus and commission rules, then activate so pay periods, statements and job costs use them.
- Approve and Pay a Pay PeriodReview what every worker is owed for a pay period, clear the flags, approve and lock it, export the payroll CSV and statements, mark it paid, and read corrections after approval.