Sum of Deals vs Each Individual Deal
Anytime you're setting up a multi-rate component (bonus or commission), you have the ability to decide how rates for the earnings will be calculated. Will the attainment be a sum of all deals within the earnings period, or will each deal be evaluated individually?
Sum of All Deals
This is the most commonly used setting and is selected by default. Using this setting means that all the deals within your earnings period or your quota period will sum up to the total attainment value. This is used if your attainment is a running total of all deal values.
Example: all ARR closed for the quarter goes towards Quota, and earnings are based on attainment of Quota. You would use "Sum of All Deals."
Each Individual Deal
The lesser-used option. Every individual deal mapped to this component will have its commissions calculated separately, without influence of any other deal value.
Example: Commission rates vary by deal size. As a deal goes up in value, the commission rate changes.
Where to find
This is a setting in the component editing pane in the Component modifiers section. Click Edit on any multi-rate component.
Scroll down until you see the Component Modifier section towards the bottom.
Click the small arrow to drop down the Component Modifier section, and the Rate Calculation card will appear.
