Build a sales package from base, on-target commission and accelerators, and check the mix.
Pay mix signals how much risk sits with the seller: a 50:50 mix is typical for new business roles and a 70:30 base-weighted mix for account management. Accelerators apply only to the attainment above quota. A pay mix that does not match the role drives the wrong behaviour — heavy variable on a renewals role encourages discounting rather than retention.
Sales Compensation
Earnings = base + variable × attainment up to quota + variable × excess × accelerator
Earnings = base + variable × attainment up to quota + variable × excess × accelerator Pay mix signals how much risk sits with the seller: a 50:50 mix is typical for new business roles and a 70:30 base-weighted mix for account management. Accelerators apply only to the attainment above quota.
A pay mix that does not match the role drives the wrong behaviour — heavy variable on a renewals role encourages discounting rather than retention.
This calculator takes 4 inputs: Base salary, Variable pay at 100% of quota, Quota attainment achieved, Accelerator above quota. The pre-filled defaults are a realistic starting point — replace them with figures from your own environment for a result you can act on.