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Spiff and Salesforce: commission plan what-if

A plan change looks small in a spreadsheet and lands hard on individual reps. Change the rate, the accelerator, the cap and the edge-case rules, then see what the plan costs and who it moves before it ships.

Try a change

Proposed plan

Base commission rate

Paid on credited bookings up to quota.

Accelerator above quota

Multiple of the base rate past 100% attainment.

Decelerator below 50%

Multiple of the base rate on the first half of quota.

Payout cap

Multiple of target incentive. The last step means no cap.

Strategic product kicker

Extra percent on credited bookings of the strategic product.

Edge-case rules

Retroactive acceleratorPast 100%, every deal is paid at the accelerated rate, not just the excess. Clawback on early churnCommission on deals that churned inside the window is reversed.

The current plan is fixed: 8% rate, 1.5x accelerator, no decelerator, 5x cap, no kicker, no clawback.

Payout curve, as a multiple of target incentive

Current planProposed planRep on the proposed plan

What the change does

Payout by rep

CurrentProposed

Rep by rep

Rep	Quota	Credited	Attainment	Current	Proposed	Change	Flags

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