WF-02 — Lead to Deal & Commission

Owners: Sales — Rashid Al Farsi · Finance — Fatima Rashid · Trigger: qualified opportunity · Drives activities, viewings, offer, approval, reservation, win, contract/invoice and commission settlement under stage prerequisites and SoD.

WF-02 PROP-08 FIN-06

Deal workspace Commissions

Instances (30d)

147

96 completed · 51 in flight

Won → invoiced

AED 4,912,300.00 commission accrued

Waiting at approval gates

7 offer approvals · 4 commission approvals

Reservation conflicts (30d)

Concurrency control — 1 winner each (PROP-03)

Clawbacks open

AED 41,700.00 · cancelled deals

Happy path — process mapDefinition v4 · active since 03 Jun 2026

Qualified opportunity→ Activities & viewings (outcomes recorded)→ Offer built (price, terms, payment plan)→ Gate: offer approval (authority matrix ≥ AED 1 M → Sales Manager)→ Reservation lock on unit (expiry 48 h)→ Won — deal created→ Contract (WF-04) & invoice→ Gate: commission approval (SoD — calculator ≠ approver)→ Commission posted & paid on payrun

Stage prerequisites are enforced: no offer without a recorded viewing outcome, no win without an approved offer and active reservation, no commission accrual before invoice issue (FIN-06). Commission rates resolve from the policy version active at offer approval.

Exception paths4 controlled exits

Any pre-win stage→ Customer withdraws / budget mismatch→ Lost — mandatory loss reason; reservation (if any) auto-released

Offer approval rejected→ Rework offer (new version, old retained)→ Re-approval→ Abandoned after 3 cycles — design review with Sales Manager

Won / contracted deal→ Cancellation approved (reason + authority)→ Credit note & refund (maker-checker)→ Deal cancelled — unit released, refund settled

Commission already paid→ Deal cancelled / refunded post-payment→ Clawback — negative commission line on next statement, agent notified

Owner & definition (§8.3)

Workflow ID: WF-02 · Lead to deal and commission
Owners: Sales: Rashid Al Farsi · Finance: Fatima Rashid (commission leg)
Definition version: v4 · active · published via WF-00 on 03 Jun 2026
Trigger: Lead reaches stage “Qualified” with budget, area and intent recorded
Preconditions: Accountable agent assigned · KYC status not blocked (WF-08) · unit inventory current
Terminal outcomes: Commission settled · Lost (reason) · Cancelled + refunded · Cancelled + clawback
Required evidence: Viewing outcomes · offer versions · approval records with authority snapshot · reservation lock + expiry · contract/invoice references · commission calculation basis (policy version)

Controls (Table 14, expanded)3 control families

Control	Enforcement	Evidence
Stage prerequisites Governed transitions	Offer requires viewing outcome; Won requires approved offer + active reservation; commission requires issued invoice (FIN-06)	Blocked-transition log on deal
Reservation lock PROP-03 concurrency	Database concurrency + idempotency — one reservation wins, the loser gets a conflict response; expiry auto-releases with notification	Reservation RSV record + conflict log
Approval / SoD Authority matrix	Offer approval by amount band (≥ AED 1 M → Sales Manager; ≥ AED 5 M → GM); commission calculator ≠ approver; self-approval blocked	Approval + authority snapshot in authority matrix

Exception paths & recovery

Exception	When	Recovery
Lost	Customer exits pre-win	Mandatory loss reason (governed list); reservation released; lead archived with nurture flag
Offer rework	Approver rejects price/terms	New offer version; prior version and rejection reason retained; re-enters approval gate
Cancel + refund	Post-win cancellation (e.g. finance falls through)	Cancellation authority per matrix; credit note + refund via receipts & allocation; unit returns to available
Clawback	Cancellation after commission paid	Negative line on next commission statement; agent + broker share reversed pro-rata; dispute window 14 days

Timers & escalation (§8.3)

Business calendar: Branch calendar (Sun–Thu, Asia/Dubai); reservation expiry runs in absolute time
Stage aging warning: Qualified > 7 d without viewing → nudge agent; Viewing outcome overdue > 1 d → amber on inbox
Offer approval: Warning at 1 business day, breach at 2 → escalate to Rashid Al Farsi; visible in RPT-06
Reservation expiry: 48 h default; T-6 h reminder to agent and customer; expiry auto-releases unit with notifications (PROP-03)
Commission approval: Breach at 3 business days → escalate to Fatima Rashid; payrun cut-off is the 25th
Refund settlement: Approved refunds unsettled > 5 business days → Treasury escalation

Screens involved

Step	Screen	Role
Qualify / activities	Lead Workspace	Agent
Viewings	Viewing Calendar	Agent · coordinator
Offer	Offer Builder	Agent · Sales Manager (approve)
Reservation	Unit Reservation	Agent · admin
Deal / contract / invoice	Deal Workspace · Invoice Workspace	Agent · Accountant
Commission	Commissions	Daniel Chen (calc) · Fatima Rashid (approve)

Worked instance — DL-2026-0142 · Amina Noor · PR-A-1103In flight — contract stage

Unit / price: PR-A-1103 · Prototype Residences A · AED 1,850,000.00
Commission plan: 2% = AED 37,000.00 · split 60% Omar Haddad / 40% house · policy fin.commission v6

2026-07-17 11:20 · today

Contract generation queued (WF-04) · invoice draft prepared

Template SPA-EN/AR v12 selected; invoice INV-2026-0893 draft AED 1,850,000.00 (plan: 10% booking). Commission accrual pending invoice issue.
2026-07-16 15:12

Reservation lock RSV-2026-0771 — expires 18 Jul 15:12

Concurrent attempt by Prime Link Realty client received conflict response (PROP-03). Reminder scheduled T-6 h.
2026-07-16 14:58

Offer OF-2026-0284 v2 approved by Rashid Al Farsi

Band ≥ AED 1 M → Sales Manager. v1 rejected 16 Jul 10:40 (“discount 4% exceeds floor”) — rework path used. Authority snapshot stored.
2026-07-15 17:05

Viewing completed — outcome positive

PR-A-1103, 45 min; outcome “ready to offer”, next action auto-created. Lead timeline, task and unit status updated atomically (CRM-05).
2026-07-14 10:14

Qualified — instance started

From WF-01 terminal; budget AED 1.8–2.0 M · KYC clear (KYC workspace).

Static render mockup — no live data. Source: ERP Modern Development Specification v2.0 (§8.2 Table 14, §8.3, PROP-03/08, FIN-06) · Covers: WF-02, PROP-08, FIN-06.