Accelerator and decelerator modeler

What you get

• A plan inputs block that derives the base rate from target incentive and quota
• Two tier designs side by side: linear with accelerators, and decelerator plus steeper accelerators
• Payout at 50%, 80%, 100%, 120%, and 150% attainment with every formula written out
• Cost as a percent of bookings for each scenario
• A 10-rep team distribution that prices each design at the team level

Who it's for

• •Comp admins testing tier designs before plan rollout
• •Finance partners who need the cost of over-performance
• •VPs of Sales deciding how steep the payout curve should be

What's inside

1. 1

   Plan inputs

   3 columns, 3 worked example rows

2. 2

   Tier designs

   5 columns, 6 worked example rows

3. 3

   Payout by attainment scenario

   6 columns, 5 worked example rows

4. 4

   Cost as a percent of bookings

   5 columns, 5 worked example rows

5. 5

   Team distribution

   6 columns, 6 worked example rows

6. 6

   What the model shows

   Guidance notes

7. 7

   Before finalizing the curve

   7-point checklist

The preview shows part of section 1. The full template has all 7 sections (6 not previewed here), with blank rows ready to fill in. Download the full template

How to use it

1. 1

   Fix target incentive and quota first

   Both designs must pay exactly target incentive at 100%. Enter target incentive and quota, derive the base rate, and check the 100% row before comparing anything else.

2. 2

   Use last year's attainment distribution

   Replace the example team with your actual spread of rep attainment. A design that looks cheap with everyone at 100% can be expensive when your distribution has a long top tail.

3. 3

   Compare payout at 50% as carefully as at 150%

   A decelerator cuts pay for struggling reps sharply. Decide deliberately whether that is the message you want, because it also shapes who leaves.

4. 4

   Price the worst good year

   Ask finance to approve the cost if every rep finished one scenario higher than forecast. If that number is unacceptable, change the curve now, not in Q3.

Frequently asked questions