No one budgets time for a commission platform migration. But if your vendor announces it’s shutting down, that’s exactly the project you inherit, along with every draw, override, and payout rule your team depends on each pay cycle.
That’s where Connor Adkisson, VP of Operations at Three Point Mortgage, found himself when SalesVista announced it was going out of business.
“We were crushed,” Connor said. “We took a lot of time in finding them, and so we definitely had the fear popping up of, oh no, we have to go through that again.”
Three Point Mortgage is a Colorado-based residential home loan broker and correspondent lender. Connor owns “everything but sales”: payroll, commission tracking, IT, and benefits. His team runs lean, so any replacement had to handle mortgage comp complexity without creating more work.
Today, Three Point Mortgage runs 25+ comp plans for about 45 users in QuotaPath, with commissions pushed straight to Rippling. Here’s what Connor learned along the way, and what other mortgage operations leaders can take from it.
Design, track, and manage variable incentives with QuotaPath. Give your RevOps, finance, and sales teams transparency into sales compensation.
Talk to Sales1. Use the runway to rethink, not just replicate
SalesVista gave its customers roughly eight months’ notice and referred them to a short list of replacements.
Three Point Mortgage used that time well.
Instead of rebuilding their old setup line by line, Connor’s team worked with QuotaPath implementation specialist Patty to log every way they pay people. On a single loan, there can be up to eight different payouts across leadership compensation, loan officer plans, assistant plans, and junior loan officer plans.
With that map in hand, they made deliberate structural decisions: when to use a rollup, when a multi-rate commission made sense over a single rate, and whether to use one plan per person or shared base plans. They landed on a hybrid approach.
“We wouldn’t have if we were forced to transition quickly,” Connor said.
The takeaway: A forced migration is a rare chance to clean up plan design. Inventory every payout scenario before you start building.
2. Rule out any tool that makes reps work harder
Three Point Mortgage evaluated four providers. One had an interface that looked like Excel or Smartsheet, and it was ruled out almost immediately.
“From our side, on operations, we love spreadsheets,” Connor said. “But I knew that was not gonna be the right call. We can’t have our sales staff surviving their sales cycle just to jump into something so complex it would take a pay cycle just to understand.”
That instinct paid off. Since moving to QuotaPath, loan officers can see a deal-level view of what they earned and which rates they hit, and the dashboard summary ties out to their sales.
“Every single sales staff member that’s come into QuotaPath has told me, ‘Oh my god, the website is so much better,'” Connor said. “They’re like, we understand what we’re going to get paid.”
The takeaway: Ops teams can live in spreadsheets. Loan officers shouldn’t have to. Judge every option by how quickly a rep can answer “what am I getting paid and why?”
3. Stress-test your hardest scenario first (for most lenders, that’s draws)
Recoverable draws are one of the trickiest parts of mortgage compensation. Draw amounts can shift by pay period based on production, prior balances, and timing.
SalesVista could assign draws, but it always showed and paid them, whether or not a loan officer needed one. The result was a constant stream of confused questions.
“I got hundreds of questions from our team in a given month,” Connor said. “I had to explain every time that SalesVista just assigns a draw and then pays it back.”
The other platforms they evaluated worked the same way. The only alternatives were a custom build or a mortgage-specific provider that was “just outrageously expensive.”
QuotaPath took the custom route. Co-Founder Cole Evetts built an Excel workflow and custom functions inside QuotaPath, aligned to Three Point Mortgage’s pay periods. Now draws are calculated based on actual earnings.
“Our loan officers could have a full draw, a partial draw, or no draw depending on the pay period, production, and prior balances,” Connor said. “That changed the way we look at commissions.”
The takeaway: Don’t settle for a demo of your simplest plan. Bring your messiest scenario to the sales process and ask the vendor to show you, live, how they’d handle it. Three Point Mortgage skipped a trial entirely because QuotaPath’s rep, Hector, walked through their structures live on the call.
4. Follow the money all the way to payroll
Calculating commissions correctly is only half the job. The other half is getting the right amount into the right paycheck.
Three Point Mortgage has branches that run on a P&L model, where part of the commission goes to the branch P&L instead of directly to the person. With SalesVista, the team had to manually carve those amounts out before payroll. QuotaPath added a field that handles the carve-out inside the standard payroll automation.
“It’s made my life a lot easier, and our managers’ lives a lot easier,” Connor said. “They can go on QuotaPath and confirm: yes, this matches my pay stub, and this matches my P&L.”
Midway through implementation, QuotaPath also launched a direct integration with Rippling, Three Point Mortgage’s payroll provider. It wasn’t part of the original sales conversation, and it became one of the biggest wins.
“I can’t tell you how much time that’s saved,” Connor said. “Both in sending numbers to our payroll provider, but also the trust that we have that we didn’t fat-finger a number, or accidentally copy and paste a commission into someone else’s line. We just load QuotaPath and hit send.”
The takeaway: Ask every vendor how commission data reaches payroll, and how split or branch-level amounts are handled before it gets there. Every manual upload is a chance for error.
5. Measure the vendor by how they show up when the clock is ticking
Operations leaders often don’t touch payroll until it’s time to run it. When something breaks, there’s no room to wait.
“In my role, where I don’t run payroll until it’s time to run payroll, I am up against a clock,” Connor said. “An emergency on my part doesn’t necessarily mean an emergency on a third-party vendor’s part, but it’s nice with QuotaPath knowing that an emergency on my part can get solved.”
Connor credits support at every stage: Hector in the sales process, Patty in onboarding, Cole on the draw build, Tara as his account manager, and a support team that responds fast on tickets.
“Pay is the one thing you can’t mess up,” he said. “You mess with someone’s pay, you mess with their income and their personal life. So it’s great to have QuotaPath in our corner.”
The takeaway: Ask how support works outside your account rep, and how quickly tickets get answered during payroll week.
A quick checklist for evaluating mortgage commission software
If you’re replacing a commission tool (by choice or not), bring these questions to every demo:
- Can you show me, live, how you’d handle our draws, including partial and zero-draw periods?
- How do you handle overrides and payouts that stack on a single loan?
- Can branch-level or P&L amounts be separated before payroll?
- Do you integrate directly with our payroll provider?
- What will a loan officer see when they log in, and can they trace every dollar to a deal?
- How many ways can we structure a plan, and will you help us pick the right one?
- Who do we call during payroll week?
Fit the tool to your plan, not the other way around
For Connor, the biggest change wasn’t a single feature. It was the shift in who had to adapt.
“With SalesVista, it was how can we fit our plan to SalesVista,” he said. “With QuotaPath, it’s which is the best QuotaPath method to fit our plan.”
That flexibility matters in mortgage, where promotions, comp rates, and incentives change often to keep loan officers selling.
Read the full Three Point Mortgage customer story, or book a demo to see how QuotaPath handles your hardest comp scenario.
