Glossary
The words the product uses, each in a sentence, with a link to where it is explained in full.
- Accelerator
- A higher rate that applies once a rep is past quota. Usually written as a tier above 100% attainment. More
- Adjustment
- A bonus, SPIFF, correction or clawback entered by hand for one person. It goes on their statement as its own line, with the reason you gave, after the next calculation. More
- Approval
- Freezing a period. Statements are published to reps, the draw ledger is written, and the numbers can never change again. A later mistake is fixed with an adjustment in an open period. More
- Attainment
- How much of their quota someone has hit, as a fraction: 1.2 is 120% of quota. More
- Cap
- A ceiling on what a component or a plan can pay in a period or a fiscal year. Pay above it is clipped, and the statement shows a line saying so. More
- Clawback
- Taking back commission already paid on a deal that later churned or was refunded. It appears in the period the churn is known, never by editing an approved one. More
- Cliff tier
- Crossing a band re-rates the whole number at the new rate, so one dollar over the line raises pay on everything before it. More
- Component
- One reason somebody gets paid: new business, renewals, an attainment bonus. A plan is a list of components. More
- Credit rule
- Who gets credit for a deal, and in what share. Separate from what the deal pays, which is the plan. More
- Draw
- A guaranteed minimum paid in a period, usually for a new hire. A recoverable draw is paid back out of later earnings above it. More
- Marginal tier
- Each band pays its own rate on only the amount inside it, like tax brackets. Crossing a line changes the rate on what comes after it, not before. More
- Measure
- A number the plan computes for the period, such as total bookings or attainment, that rates and tiers can read. More
- Parked deal
- A deal no credit rule gave to anyone, usually because the owner in the import matches no payee. Reported until it is fixed, never dropped. More
- Period
- The span a calculation covers, usually a month. Each is open, in review, approved or paid. More
- Quota
- The target a rep is measured against, set per person as a parameter such as quota_monthly. More
- Run
- One calculation of a period. Recalculating creates a new run; the previous one is kept, and you can compare the two. More
- SPIFF
- A short-term bonus for a specific outcome, like a new logo this quarter.
- Split
- Credit for one deal shared between people, in shares that add up to the whole. More
- Uncompensated deal
- A deal credited to someone that earned them nothing: their plan has no component for its deal type, or they are on no plan. More