An accelerator is a mechanism in commission structures where a rep's commission rate increases when they exceed their sales target. Accelerators reward exceptional performance with progressively higher commission rates—typically 1.5x to 2x the base rate. According to Salesforce State of Sales (2024), 67% of high-growth companies use accelerators in their compensation plans.
An accelerator kicks in when a rep hits or exceeds their quota. Below quota, the standard commission rate applies. Above quota, the rate accelerates progressively.
Accelerators are typically defined in a compensation plan and linked to concepts like OTE (On-Target Earnings) and tiered commission.
According to WorldatWork's Sales Compensation Survey (2024), 72% of companies with accelerators report higher rep satisfaction than those without. Accelerators send a clear signal: the more you sell above target, the bigger your share of the value.
| Quota Attainment | Commission Rate | Accelerator |
|---|---|---|
| 0-100% of quota | 8% | 1.0x (base) |
| 100-120% of quota | 12% | 1.5x |
| Over 120% of quota | 16% | 2.0x |
A rep has an annual quota of $150,000 and a base commission rate of 8%. By year-end, the rep has closed $195,000 (130% attainment).
| Tier | Revenue | Rate | Commission |
|---|---|---|---|
| 0-100% ($0-$150,000) | $150,000 | 8% | $12,000 |
| 100-120% ($150,000-$180,000) | $30,000 | 12% | $3,600 |
| Over 120% ($180,000-$195,000) | $15,000 | 16% | $2,400 |
| Total | $195,000 | - | $18,000 |
Without accelerator: $195,000 × 8% = $15,600 commission.
With accelerator: $18,000 commission—an extra $2,400 for the $45,000 in above-quota sales.
Accelerators are often confused with other incentives. Here's the difference:
| Element | Description | Example |
|---|---|---|
| Accelerator | Progressive increase in commission rate | 8% → 12% → 16% |
| Bonus | One-time payout at milestone | $3,500 at 100% quota |
| Kicker | Fixed add-on for specific condition | $750 per enterprise deal |
Benefits:
Challenges:
According to Gartner (2024), companies with well-designed accelerators see 23% higher retention among top performers compared to those without.
A decelerator is the opposite—commission rates decrease below a certain level. Accelerators reward overperformance, while decelerators reduce payouts for underperformance.
Accelerators are most effective in businesses with high marginal value per additional sale—SaaS, subscription businesses, and real estate. They're less suited for low-margin industries.
Most companies set accelerators to kick in at 100% quota attainment. Typical multipliers are 1.25x at 100-110%, 1.5x at 110-120%, and 2x above 120%.
A well-designed accelerator can transform your sales culture. It sends a clear signal that exceptional effort gets rewarded—and makes it concrete what happens when reps exceed their targets.
For accelerators to work, transparency and automation are essential. Reps need to see exactly how close they are to the next tier and what it means in dollars. With Prowi, you can set up and visualize accelerators in real time.