Apply / Commission Structures / Acceleration & Caps
Decelerator Below Threshold
Reduced rate below a minimum attainment to focus reps on real production.
Acceleration & Caps
Advanced
How it works
Below a defined attainment threshold (often 50%), the commission rate drops - possibly to zero. Used to focus reps on hitting a minimum bar. Less common than accelerators but useful in plans where below-threshold production is unprofitable. Pair carefully: too aggressive, and bottom-quartile reps churn before they can ramp.
Formula
Commission = max(rate_below x revenue if attainment < threshold, rate_normal x revenue otherwise)
Worked example
Example. Below 60% attainment: 4% rate. Above 60%: 10% rate, with cumulative true-up. Rep at 55% attainment of $1M quota = $550K x 4% = $22K vs. $55K under the normal rate.
Pros & cons
Pros
- Aligns rep economics with business unit economics
- Discourages low-effort, low-output reps
Cons
- Punishes ramping reps if not carved out
- Demotivating if perceived as unfair
- Can create cliff behaviors near threshold
Best for
- High-margin sales where below-threshold work is unprofitable
- Plans paired with aggressive quotas