By adding a negative tier into your earnings rate component, you can define earnings behavior when attainment is negative. This provides an alternative earnings behavior if you only have positive tiers defined in the component. By using this feature in plan builder, you'll be able to:
Add multiple negative tiers into a multi-rate earnings component, including multi-rate commissions and multi-rate bonuses
View negative tiers when viewing the component summary from the Plans page or viewing a deal's earnings calculation from the Deals or Earnings pages
View, approve and payout earnings on a deal when attainment is negative
In this article, learn how to add a negative tier into your earnings component, where you'll be able to view negative tiers throughout the app, and understand how the earnings calculation works.
Adding negative tier
To add a negative tier into a component, edit a multi-rate earnings component, including a multi-rate commission or multi-rate bonus component. When editing the tiers, click the button to 'Add Negative Tier'.
A single negative tier will be automatically added with a default range of 'less than 0' to 'No limit'.
If you could like to cap the negative earnings, you can enter a value into the 'No limit' field. The value should be entered as a negative value. For example: -100%, -$100,000 or -100. In addition, you can add multiple negative tiers.
When entering in the commission rate or bonus rate, enter the rate as a positive value. For example: 5%. Negative rates on negative tiers is not supported.
If you are using the automatic rate calculation feature, you will enter the multiplier as a positive value.
Viewing negative tiers
After adding a negative tier into the earnings component, you'll be able to view negative tiers the same as positive tiers in all places throughout the app, including the Plans and Earnings pages, and Plan Verification views.
Mapping components with negative tiers
When mapping components with negative tiers to your integration source data, the Deal Amount field should be mapped to the integration source field that accurately captures positive and negative amounts in order to calculate attainment correctly.
Since negative tiers only apply when the component's attainment (or shared quota's attainment) is negative, it's important that the attainment is calculating correctly in order for the negative tiers to take affect.
Negative Deal Value = Decrease in Attainment & Negative Earnings
Positive Deal Value = Increase in Attainment & Positive Earnings
Understanding negative tier calculations
When viewing a deal's earnings calculation on the Earnings or Deals pages, the earnings calculation will be different depending on whether the component's attainment (or shared quota's attainment) is negative at the time the deal is considered 'closed won'.
Deal attainment is negative & negative tiers defined
If an earnings component has negative tiers configured, and the attainment is negative at the time that a deal closes (See 'Deal 1' below), then the deal will have negative earnings.
Deal attainment is negative & negative tiers NOT defined
If an earnings component does NOT have negative tiers configured, and the attainment is negative at the time that a deal closes (See 'Deal 1' below), then the deal will not have any negative earnings and the earnings will be deducted from the next positive deal.
Deal attainment is positive, but deal value is negative & negative tiers defined
If an earnings component has negative tiers configured, and the attainment is positive at the time that a deal closes (See 'Deal 2' below), then the deal will have negative earnings.
Deal attainment is positive, but deal value is negative & negative tiers NOT defined
If an earnings component does NOT have negative tiers configured, and the attainment is positive at the time that a deal closes (See 'Deal 2' below), then the deal will also have negative earnings.
