// Sales
Comp Plan
The written document governing how a rep is paid, base, variable, rate, accelerators, SPIFFs and clawbacks.
In depth
The single most powerful lever a CRO has: change the comp plan and rep behaviour changes within one pay cycle. Also the most dangerous, plan errors compound quickly and destroy trust.
Related terms
OTE
On-Target Earnings, total comp a rep earns at 100% quota attainment (base + variable).
Quota
The annualised bookings or ARR target a rep is expected to deliver, the number their comp is built around.
Accelerator
A comp-plan multiplier that pays a higher commission rate on bookings above quota.
Clawback
Commission recovered from a rep when a booked deal churns, downgrades or is refunded within a defined window.