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This guide shows how to build commission rules that handle tiered rates, quota attainment, and complex payout structures.

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What you’ll build

A commission decision that:
  • Calculates base commission from tiered rates
  • Applies accelerators for exceeding quota
  • Handles multiple product types with different rates
  • Supports team-based splits
Want to skip ahead? Download the completed decision and import it directly.

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Decision flow

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Example: Sales commission

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Input data

{
  "rep": {
    "id": "SR-1234",
    "role": "account_executive",
    "quota": 100000
  },
  "period": {
    "sales": 125000,
    "newBusiness": 45000,
    "renewals": 80000
  },
  "deal": {
    "amount": 15000,
    "type": "new_business",
    "productLine": "enterprise"
  }
}

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Step 1: Base commission rates

Define rates by product and deal type:

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Step 2: Quota attainment tiers

Calculate quota percentage and tier: Then apply accelerators based on attainment:

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Step 3: Calculate commission

Combine base rate with attainment multiplier:

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Step 4: Role-based caps

Apply maximum commission by role:

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Output structure

{
  "dealAmount": 15000,
  "baseRate": 0.12,
  "baseCommission": 1800,
  "attainmentPercent": 125,
  "tier": "accelerator_2",
  "multiplier": 1.5,
  "adjustedCommission": 2700,
  "finalCommission": 2700,
  "capped": false
}

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Variations

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Team splits

Split commission between reps:

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Spiffs and bonuses

Add special incentives:

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Clawbacks

Handle commission recovery:

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Best practices

Version commission plans — Keep history when plans change mid-year. Show calculations — Output intermediate values for transparency. Handle edge cases — Zero quota, partial periods, mid-month starts. Audit trail — Log all inputs and outputs for disputes.