Accelerators in Salesforce Spiff

Consider a commission structure where a rep earns a percentage of ARR from each deal they close in a given period. Accelerators attached to these rates help motivate reps to strive for higher levels of performance by showing the potential for increased earnings.

The simplest option for implementing an accelerator in Spiff is creating a range table and referencing the table within an accelerator function. A range table provides a fair and transparent commission structure for different levels of performance. Consider this example range table.

These methods are most commonly used for applying accelerators.

• Tier payout, in which all sales for the period are commissioned at the maximum achieved rate. This means that the highest level of achievement a rep gets during a period determines the commission rate for all deals closed by that rep in that period. For example, a rep brings in $80,000 in total sales in a given period, which qualifies for Tier 2 with an 8% rate. All sales are commissioned at that 8% rate, resulting in $6,400 in commission.
• Marginal payout, in which the amount within each tier is commissioned at the applicable rate. For the rep that earned $80,000 in sales, the first $50,000 is commissioned at a 4% rate. The remaining $30,000 is commissioned at an 8% rate, resulting in a total of $4,400 commission.

• Create a Range Table for an Accelerator
  To implement a commission accelerator in Salesforce Spiff, create a range table and reference the table within an accelerator function.
• Create a Tier Payout Rule for an Accelerator
  Create a simple line-by-line tier payout rule based on a range table in Salesforce Spiff.
• Create a Marginal Payout Rule for an Accelerator
  Create a simple line-by-line marginal payout rule based on a range table in Salesforce Spiff.
• Considerations for Accelerator Functions in Salesforce Spiff
  Salesforce Spiff provides several functions that support accelerators, including mamount(), mpercent(), range_lookup(), and tier_payout.
• Accumulated Variables in Accelerator Functions
  An accumulated variable is often used with the initial_value argument in the mamount() and mpercent() accelerator functions in Salesforce Spiff.
• Create an Accumulated Variable for a Marginal Payout Function
  Create an accumulated variable for the initial_value argument in the mamount() and mpercent() accelerator functions in Salesforce Spiff.
• Mixed Commission Rates in an Rep Statement
  If your company uses a marginal payout, calculating commission rates in Salesforce Spiff can be complicated and result in mixed rates from different tiers.