Agencies and consultancies usually pay commission when the client pays, and split project fees between people. That is two things HubSpot does not do on its own. It books a project’s value on the close date, and it does not follow what has actually been invoiced or paid. If you run your sales in HubSpot, you can still set this up with data you already have.
What makes agency commission different
An agency deal is rarely a clean, one-time sale. A few things come up again and again:
- Paid on collection. You invoice the client, often in stages, and the rep earns as the money lands, not at close.
- Project splits. The person who won the account and the person who delivers it may both get a share.
- Retainers. Ongoing monthly work behaves more like a subscription than a one-off project.
Pay on the close date and you can pay a rep on a project the client has not funded yet. For retainer work, see how to calculate recurring commission in HubSpot.
Pay on collection, not on close
Since agencies invoice over time, commission should follow the money:
- Get paid status into HubSpot. Through HubSpot invoices or Payments, a “Paid” or “Amount paid” property, or a sync from your accounting tool.
- Count only paid money. A signed project that has not been invoiced yet earns nothing until the cash comes in.
- Follow partial payments. If a project is billed in three stages, commission lands with each stage, not all at close.
There is a full guide on this in how to pay commission on collection in HubSpot.
Handle the split
Most agency deals involve more than one person:
- Agree the percentages first. Between the seller and the delivery lead, or evenly between co-sellers. Before the project starts.
- Record it on the deal. The people and their shares, somewhere both can see.
- Pay each share as the client pays, and show it on both statements.
More detail is in how to split commission between reps.
Why the spreadsheet struggles here
A sheet can do a single project once. The trouble is an agency has many projects, each invoiced in stages, each maybe split two ways. Paid status changes all month, so the sheet has to be reworked constantly, and one missed payment or split pays the wrong person the wrong amount.
A note on where you run sales
This only works if your sales pipeline lives in HubSpot. Some agencies run delivery in a separate project tool and only track deals in HubSpot, which is fine. If your deals and their paid status are not in HubSpot at all, you would track commission wherever that data lives instead.
Where Provikka fits
Provikka reads your HubSpot deals and their paid status, pays each rep as the client pays, and handles the split so each person sees their own share. Set the rules once. Nothing to export.
Want to try it first? The free commission calculator has a pay-on-collection switch and a simple split. No signup.