Kicker (bonus add-on) is an extra commission bonus triggered when a sales rep achieves a specific result beyond the normal commission structure. Kickers reward special achievements like closing large deals, selling strategic products, or significantly exceeding quota targets. According to Pavilion (2024), 67% of sales organizations use kickers to supplement their base commission.
Kickers serve several strategic purposes:
According to WorldatWork (2024), kickers increase sales performance by an average of 18% for targeted activities.
| Type | Trigger | Example |
|---|---|---|
| Deal-size kicker | Deals over threshold | $500 bonus for deals over $50,000 |
| Product kicker | Sale of specific product | $200 per new product sale |
| Overperformance kicker | Above quota threshold | $1,000 at 120%+ attainment |
| Customer kicker | Strategic customer segment | $300 for enterprise customers |
| Multi-year kicker | Long contracts | 5% extra for 3+ year contracts |
Commission plan:
Rep: Martin closes a deal:
| Component | Calculation | Amount |
|---|---|---|
| Base commission | $120,000 × 8% | $9,600 |
| Enterprise kicker | Deal > $100,000 | $1,500 |
| Multi-product kicker | 4 products (≥3) | $500 |
| Total earnings | $11,600 |
Kicker impact: $2,000 extra (21% above base commission).
| Aspect | Kicker | Accelerator | Bonus |
|---|---|---|---|
| Trigger | Specific event | Above quota | Goal achieved |
| Format | Fixed amount | Higher percentage | Fixed amount |
| Frequency | Per deal/event | Ongoing above threshold | Period-based |
| Example | $500 per large deal | 12% above 100% quota | $2,500 for quarterly goal |
Make them achievable: Kickers must be realistic to attain. According to Alexander Group (2024), 30-50% of reps should be able to achieve kicker criteria.
Keep them significant: A kicker should be worth chasing. Minimum 10-20% of typical deal commission.
Target strategically: Use kickers to drive behavior the company prioritizes—not just general activity.
Communicate clearly: Reps must know exactly what triggers the kicker and what the reward is.
At deal close or when the specific criterion is met. Most kickers are paid out together with the regular commission for the deal.
Yes, if it meets multiple criteria. A large enterprise deal with a new product can trigger both a size kicker and a product kicker.
Kickers are typically permanent parts of the commission plan, while SPIFs are time-limited campaigns. Kickers focus on deal characteristics, SPIFs on short-term behavior.
Kickers are effective tools for driving strategic sales behavior. With Prowi, you can configure kickers based on deal size, products, or customer segments, and give reps real-time visibility into their bonus opportunities.