If you’re drowning in spreadsheets, chasing down errors, or fielding endless “where’s my commission?” emails, it’s probably time to upgrade your sales commission software. But let’s be honest: most demos sound the same, and every platform swears it’ll make your life easier. This guide is for B2B sales ops, finance, and revenue leaders who want a straight-shooting way to compare Spiff to the other top contenders—without the fluff.
Here’s how to actually evaluate sales commission software, step by step, so you don’t waste six months (and a chunk of your budget) on something that makes things messier.
Step 1: Get Clear on Your Real Needs (Not Just the Features List)
Before you even look at logos or sales decks, get honest about what’s broken. Ask yourself:
- How complex are your commission plans? (Think: tiers, accelerators, draws, splits, SPIFs)
- How often do you change plans? (Quarterly tweaks? Annual overhauls? Or “as needed” chaos?)
- What systems do you need to connect? (CRM, ERP, payroll, HRIS—be specific)
- Who needs to see what? (Just finance, or do reps need dashboards? What about managers?)
Pro tip: Make a short list of “deal-breakers” versus “nice-to-haves.” The perfect tool doesn’t exist, but you want the right 80%.
What to ignore: Vendor promises about “future-proofing” or “AI-driven insights” if your reps just want to see accurate pay on time. Focus on what will actually move the needle for your team.
Step 2: Build a Shortlist—Here’s Who Actually Competes
There are dozens of commission tools, but only a handful really serve B2B teams with complex plans. Here’s the real shortlist:
- Spiff: Modern interface, strong Salesforce integration, good for teams that want real-time visibility. Fast-growing but still maturing in some enterprise features.
- Xactly: The long-time enterprise standard. Very robust, but can feel clunky and pricey for smaller teams.
- CaptivateIQ: Flexible, newer on the scene, good UX. Strong for teams that want to build and adjust plans themselves.
- QuotaPath: Simpler and more affordable, best for straightforward plans and smaller teams.
- Varicent: Heavyweight solution, built for big, complex orgs—but setup and admin are not for the faint of heart.
What to ignore: Any product that can’t show you live customer references or real-life plan examples. If it’s built for insurance agents or retail, skip it. You’re B2B—your needs are different.
Step 3: Dig Into Integration and Data Flows
Here’s where most commission projects go sideways. Getting clean data in (and out) is everything.
- What matters: Native integrations with your CRM (usually Salesforce or HubSpot), ERP (Netsuite, SAP, etc.), and payroll tools. Can the tool handle custom fields and workflows?
- Spiff: Known for a strong Salesforce integration and live dashboards, but check if you have custom objects or a weird CRM setup.
- Alternatives: Xactly and Varicent support a huge range of integrations, but might require professional services. CaptivateIQ and QuotaPath are better for plug-and-play if your stack is standard.
Pro tip: Ask to see a data mapping walkthrough, not just a slide. If you hear “We can build a custom solution for that,” be ready for extra costs and timelines.
What to ignore: Hype about “no-code” or “drag-and-drop” unless you can see an actual admin set up a plan in real time.
Step 4: Test Plan Flexibility—Don’t Just Take Their Word for It
Most software looks simple in the demo. The cracks show when you actually set up your plans.
- Test this: Can you model your exact plan—including quotas, accelerators, clawbacks, and territory splits? What happens if you need to change mid-year?
- Spiff: Generally quick to roll out new plans and adjust logic, but complex edge cases (like multi-currency or product-specific accelerators) can require support.
- CaptivateIQ: Offers flexibility and self-service plan building, but the learning curve is real if you’re not used to formulas.
- Xactly and Varicent: Can handle just about anything, but expect a heavier lift and often outside consultants.
- QuotaPath: Great for simple plans, but you’ll hit limits fast if things get tricky.
Pro tip: Run a “plan cloning” exercise—can you duplicate last year’s plan, tweak a few rules, and push it live without a week of headaches?
What to ignore: Features you “might” use in two years. Solve for what’s painful now.
Step 5: Scrutinize Transparency and Rep Experience
Nothing kills trust like a black box. Salespeople want to see how their commission is calculated—without bugging finance.
- Look for: Real-time or near real-time dashboards, clear breakdowns of deals and payouts, mobile access if your reps are always on the go.
- Spiff: Known for user-friendly dashboards and transparency—reps (and managers) can drill into line items. Adoption is usually strong.
- CaptivateIQ: Clean UI, strong for rep self-service. Customizable dashboards.
- Xactly/Varicent: Older interfaces, but deep reporting; reps may need training.
- QuotaPath: Very simple and clear, but not as customizable for big orgs.
Pro tip: Get feedback from actual sales reps during your trial. If they can’t find what they need, expect endless “how does this work?” emails.
What to ignore: Fancy analytics features that only the finance team will ever look at.
Step 6: Don’t Skip the Admin and Audit Trail
Everyone cares about the rep experience, but don’t forget the people who run the system. If it’s a pain to maintain, errors creep in.
- Admin UX: How easy is it to fix a mistake, recalculate a period, or audit a payout?
- Spiff: Pretty intuitive for admins, but some advanced tasks can get technical.
- CaptivateIQ: Designed for ops teams to run things themselves; good documentation.
- Xactly/Varicent: Powerful, but expect a steeper learning curve and more time spent in setup.
- QuotaPath: Simple, but limited if you need deep audits or complex workflows.
What to ignore: Vendor claims about “set it and forget it.” Commission plans change—make sure you can adapt without a consultant every time.
Step 7: Price, Support, and the Hidden Costs
Sticker shock is real. But so are hidden costs—implementation, support, and “premium” features.
- Pricing models: Per user, per plan, or flat fee? Watch out for charges for integrations, data storage, or extra admin users.
- Implementation: How long until you’re live? Who actually does the setup—you or a consultant?
- Support: Is support responsive and knowledgeable, or just reading scripts?
- Spiff: Mid-market pricing. Fast to deploy for straightforward setups, but custom work can stretch timelines.
- Alternatives: Xactly and Varicent can be expensive and slow to roll out. CaptivateIQ and QuotaPath are quicker and usually cheaper, but double-check what’s included.
Pro tip: Ask for a real, all-in quote—including setup, support, and any “nice-to-have” features you’ll actually use.
What to ignore: Vague promises about “quick ROI.” Push for references from teams like yours—ideally, ones who switched from the same system you’re leaving.
Step 8: Run a Real-World Pilot Before You Sign
Demos are sales theater. Before you commit, test with your own data and people.
- Pilot process: Use last quarter’s data, set up your real plan, and run through a full cycle—inputs, calculations, reporting, and approvals.
- Include: Sales ops, finance, and a handful of reps. Get their honest feedback.
- Score: How long did setup take? Any surprises? Did you hit any show-stoppers?
If a vendor can’t support a real pilot, that’s a red flag.
Summary: Keep It Simple, Start Small, Iterate
Choosing sales commission software isn’t about picking the flashiest tool or the one with the most features. It’s about making your team’s life easier—today, not three years from now. Focus on your real needs, cut through the hype, run a real-world test, and don’t be afraid to start simple. You can always level up as your team grows and your plans get more complex.
Bottom line: If your new software means fewer headaches, faster payouts, and happier reps, you picked the right one. Everything else is just noise.