Apply / Commission Structures / Specialty
Behavioral Incentive
Pays on leading-indicator activities (meetings, demos) instead of closed revenue.
Specialty
Intermediate
How it works
A bonus paid for measurable leading-indicator behaviors: meetings booked, demos completed, MEDDIC fields filled, qualified pipeline created. Useful for BDR/SDR roles where the rep doesn't close revenue, and as a focus mechanism layered on top of revenue-driven plans.
Formula
Bonus = unit_amount x qualifying_events
Worked example
Example. $50 per qualified discovery meeting with all MEDDIC fields filled. An SDR booking 30 meetings/month earns $1,500 above their base attainment-driven commission.
Pros & cons
Pros
- Drives top-of-funnel behavior
- Useful where rep doesn't directly close revenue
- Easy to instrument from CRM
Cons
- Risk of gaming (low-quality meetings)
- Requires strict qualification criteria
- Can become noise if overused
Best for
- BDR / SDR roles
- Behavior-change initiatives
- New CRM-discipline pushes