Apply / Commission Structures / Crediting Variants
Quota Roll-Up (Manager)
Manager earns on the aggregate attainment of all direct reports - with possible accelerators.
Crediting Variants
Advanced
How it works
Instead of the manager earning a small per-rep override, the manager carries an aggregate quota equal to the sum of their team quotas. Their attainment is the aggregate team attainment. Common in mature sales orgs where managers are mostly coaching, not closing.
Formula
Manager_attainment = Σ(rep_revenue) / Σ(rep_quotas). Manager_commission = manager_rate x manager_attainment-driven payout.
Worked example
Example. A regional manager with 6 reps each carrying $1M quota → manager quota $6M. Aggregate team produces $5.4M = 90% manager attainment. Manager earns standard plan-driven payout against $50K target variable.
Pros & cons
Pros
- Manager and team incentives perfectly aligned
- Simpler than override percentages
- Encourages investment in lowest-performing reps
Cons
- Requires high data quality on team-level reporting
- Reorgs and territory transfers complicate calculation
- Less per-rep variability
Best for
- Mature sales orgs
- Player-coach roles
- Regional managers and directors