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Commission Mechanics
Cliff
A minimum attainment threshold below which no commission is paid at all, regardless of revenue closed.
A plan with a 50% cliff pays nothing on the first 50% of quota — commission only starts accruing past that line.
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More in Commission Mechanics
- Commission Rate
The percentage of a deal's value (or a flat amount) paid to the rep as commission.
- Accelerator
A higher commission rate that kicks in once a rep crosses an attainment threshold, rewarding overperformance more than linear pay would.
- Decelerator
The inverse of an accelerator — a reduced commission rate below a certain attainment floor.