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            Create a Clawback Rule in Salesforce Spiff

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            Create a Clawback Rule in Salesforce Spiff

            Track reclaimed commission payouts with a clawback rule in Salesforce Spiff. A clawback is when a company reclaims a commission previously paid to a rep. Typically, clawbacks occur when a deal is canceled or terminated after a commission is disbursed. In Spiff, a clawback is often represented as a negative entry in a data filter for opportunities or deals, with a reference to the original opportunity for accountability.

            Required Editions

            Available in: both Salesforce Classic (not available in all orgs) and Lightning Experience
            Available in: Enterprise, Unlimited, and Developer Editions
            Available for an additional cost in: Professional Edition with Web Services API Enabled
            User Permissions Needed
            To create a clawback rule:

            A Spiff user role with this permission turned on.

            Designer Configuration: Manage

            In this example, a rep closes a deal in June and receives a $500 commission payout. In August, the deal is canceled, but now the admin must reclaim the $500 commission that was paid. The reclaimed amount is the same amount that was paid, and the amount towards quota attainment isn't deducted from total attainment.

            1. Create a data filter that identifies any cancellations for reclaiming commission paid.
              For example, create a one-to-one relationship, OpportunityToClawback, that matches the Opportunity object's Id field with the Clawback object's Opportunity_Id field. See Set Up a Data Relationship in Salesforce Spiff.
            2. Create a data filter, ClawbackInPeriod__Opp, that identifies the clawback for the period.

              Using the date_between?() function, check whether the clawback occurred during a specific period.

              date_between?(OpportunityToClawback.Clawback_Date,BeginningOfMonth,EndOfMonth)
              Data filter for a clawback rule, using the date_between?() function
            3. Create a data filter, ClawbackByRepInPeriod, that further filters the ClawbackInPeriod__Opp results by rep. 
              ClawbackInPeriod__Opp AND ByRep
            4. In Designer, go to Plans and create a datasheet named ClawbackInPeriodData.
              Object Opportunity
              Data filter ClawbackByRepInPeriod
              Fields Account_Name__c, ARR__c, CloseDate, and Clawback_Date
            5. Set up the attainment calculation.
              1. With the quotas() function, reference the annual quota for the current year and the quota for the year in which the deal closed.
                If the clawback is from a previous year, reference that year's quota. If the clawback is from a deal that closed earlier in the current year, reference this year's quota.
              2. Create a calculated field, ClawbackAmountInPeriod, for the clawback amount.
                This formula depends on other fields that you create next.
                ClawbackAmountInPeriod = OppARR * CommissionRateClawback
              3. Define the CommissionRateClawback formula.
                This formula uses the mpercent() function to calculate the rate that was used when the deal closed. This formula requires a range table, SalesRepAcceleratorTable, with different payout tiers based on attainment.
                =mpercent(YTDAttainmentAttributableToOppClawback, SalesRepAcceleratorTable, YTDAttainmentAsOfPriorOppClawback)
              4. Define the YTDAttainmentAttributableToOppClawback formula.
                Divide ARR by the quota field for the year when the deal closed.
              5. Define the YTDAttainmentAsOfPriorOppClawback field .
                Subtract YTDAttainmentAsOfThisOppClawback from YTDAttainmentAttributableToOppClawback.
              6. Define the YTDAttainmentAsOfThisOppClawback field. 
                =YTDQuotaRetirementAsOfThisOppClawback / QuotaInFiscalYearOfCloseDate
              7. Define the QuotaInFiscalYearOfCloseDate field by referencing the quota from the year that the deal closed.
              8. Define the YTDQuotaRetirementAsOfThisOppClawback field with the let() function.
                The let() function assigns a temporary name to a given value and uses that value when evaluating the expression. For a clawback, the let() function can dynamically accumulate previous ARR values. Divide the historical ARR accumulation by the quota for the period.
                =let(ThisOppCloseDate, CloseDate, let(ThisOppID, Id, sumif(ClosedWonByRepNewAllTime, year(CloseDate) = year(ThisOppCloseDate) AND CloseDate <= ThisOppCloseDate AND if(CloseDate = ThisOppCloseDate, Id <= ThisOppID, TRUE), ARR__c)))
            6. Add the ClawbackAmountInPeriod field as a payout rule.

            See Also

             
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