An accelerator raises the commission rate after a rep hits their target. Below quota, they earn the normal rate. Above it, every extra dollar pays more. It's the plan's way of saying: we really want you to keep going.
How accelerators work
An accelerator is a tier that starts at the quota (or above it). It's usually written as a multiplier on the base rate, for example "1.5x above 100% of quota."
Most accelerators are applied marginally: the higher rate applies only to sales above the threshold, not to everything sold. See tiered commission for the difference.
Example
- Monthly quota: $60,000
- Base rate: 6%
- Accelerator: 1.5x (9%) on sales above quota
A rep sells $75,000.
| Part | Calculation | Commission |
|---|---|---|
| Up to quota | $60,000 × 6% | $3,600 |
| Above quota | $15,000 × 9% | $1,350 |
| Total | $4,950 |
Without the accelerator, the same rep would earn $75,000 × 6% = $4,500.
Mistakes to watch for
- Sandbagging. If the accelerator resets every month, a rep who already hit quota may hold deals for next month, or one who can't make it may push everything to the next period. Quarterly measurement or a clear rule on close dates helps.
- Uncapped cost without a check. Accelerators should pay for themselves through extra revenue. Model the cost at 120% and 150% of quota before you launch.
- Accelerators nobody can see. If reps can't see how far they are from the accelerator during the month, it can't change their behavior.
FAQ
What's the difference between an accelerator and a bonus?
A bonus is usually a one-time amount for reaching a target. An accelerator raises the rate on every dollar above the target, so it keeps growing as the rep sells more.
What's a decelerator?
The opposite: a lower rate below a threshold, for example below 50% of quota. It's less common, because it can feel like a penalty.
Can Delta Drive handle accelerators?
Yes. In Delta Drive, an accelerator is a tier that starts at the rep's target. Reps see how much more they need to sell to reach the next tier, and what it's worth to them.