Sales Compensation Design: Windfall Opportunity Clauses

For B2B sales organizations, windfall opportunities (sometimes referred to as “greenfields”) are those unlikely, very large opportunities that generate generous accelerator payments and can lead sales to overspend its commission budget. When this happens, sales leaders should review associated commission payments and determine whether sales reps materially influenced the opportunity’s closing. In this report, we explain how to manage the risk of unwarranted commissions by including fair and equitable windfall clauses in sales compensation plans.