---
schema_version: "1"
id: 01f92a9a9dcfb922857ec1dd2669abd72cb09db16f58cf081a7a4b4ebbe9c037
title: Create a Basic Attainment Rule with an Individual Commission Rate
collection: admin
version: current
locale: en-us
portal_url: https://docs.salesforce.com/admin/current/en-us/sales/264-0-0/spiff_rules_individual_attainment.md
canonical_url: https://help.salesforce.com/s/articleView?id=sales.spiff_rules_individual_attainment.htm&release=264.0.0&type=5
source_site: help.salesforce.com
content_type: documentation
content_hash: bebfa01537c051d034d6391dd9486bbf63d59bf401da74654c872747f15bd393
description: Create a more dynamic, fair, and motivating compensation structure that drives sales performance and supports the unique needs and goals of your sales team. Instead of a flat commission rate, pay commission for on-target earnings (OTE) using an individual commission rate (ICR) or attainment percentage.
products:
  - Sales Cloud
  - Sales Enablement
release: "264"
---
# Create a Basic Attainment Rule with an Individual Commission Rate

Create a more dynamic, fair, and motivating compensation structure that drives sales performance and supports the unique needs and goals of your sales team. Instead of a flat commission rate, pay commission for on-target earnings (OTE) using an individual commission rate (ICR) or attainment percentage.

### Required Editions

<table class="slds-table slds-table_bordered slds-max-medium-table_stacked slds-m-bottom_small edition"><colgroup><col></colgroup><tbody><tr class=""><td class="slds-cell-wrap" style="vertical-align:top;">Available in: both Salesforce Classic (not available in all orgs) and Lightning Experience</td></tr><tr class=""><td class="slds-cell-wrap" style="vertical-align:top;">Available in: <strong>Enterprise</strong>, <strong>Unlimited</strong>, and <strong>Developer</strong> Editions</td></tr><tr class=""><td class="slds-cell-wrap" style="vertical-align:top;">Available for an additional cost in: <strong>Professional</strong> Edition with Web Services API Enabled</td></tr></tbody></table>

<table class="slds-table slds-table_bordered slds-max-medium-table_stacked slds-m-bottom_small permission">
        <colgroup>
          <col style="width:50%">
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            <th scope="colgroup" class="slds-cell-wrap" colspan="2" style="text-align:center;vertical-align:top;" id="d59758e77">User Permissions Needed</th>
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            <td data-label="User Permissions Needed" class="slds-cell-wrap" style="vertical-align:top;" headers="d59758e77 ">To create attainment rules with quotas:</td>

            <td class="slds-cell-wrap" style="vertical-align:top;" headers="d59758e77 ">
              <p>A Spiff <a href="https://help.salesforce.com/s/articleView?id=sales.spiff_users_roles_and_permissions.htm&amp;release=264.0.0&amp;type=5" title="Give users the appropriate level of access so they can be successful in Salesforce Spiff, and enforce the principle of least privilege. Assign a default role to each user, or create custom roles with access to specific Spiff functionality.">user role</a> with this permission turned on.</p>
              <p style="margin-bottom:0;">Designer Configuration: Manage</p>
            </td>

          </tr>
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      </table>

## Example 1: Pay Commission with an Individual Commission Rate

Consider an example where a rep has a quarterly quota of $250,000 and an OTE of $25,000. If they achieve their quarterly quota, the ICR calculation is $25,000 divided by $250,000, or 10%. Giving a 10% commission rate to each closed deal pays $25,000 by the time they close $250,000. This option pays a $1,000 commission for a $10,000 deal.

1. Create two quota tables, QuarterlyQuota\_OTE for the quarterly data and OTE\_Worksheet for the OTE.
    
    ![Tables for quarterly quota and on-target earnings](https://sf-zdocs-cdn-prod.zoominsoftware.com/tdta-sales-sales_performance_management-264-0-0-production-enus/b1f2feb4-26b8-444f-97f7-be2349869d93/sales_performance_management/images/spiff/spiff_attainment_quota_tables.png)
2. Create a worksheet and use the `quota()` function to reference both of the quarterly quota and OTE tables.
3. Create an ICR calculation that uses both of these values.
    
    Give your calculation a name that's unique from the name of the quota table.
    
    ```
    OTE_Calc = OnTargetEarningsOTE / QuarterlyQuota_OTE
    ```
    
    ![On-target earnings worksheet](https://sf-zdocs-cdn-prod.zoominsoftware.com/tdta-sales-sales_performance_management-264-0-0-production-enus/b1f2feb4-26b8-444f-97f7-be2349869d93/sales_performance_management/images/spiff/spiff_attainment_worksheet.png)
4. Create a datasheet with a data filter such as ClosedInQuarter and commission each deal at the rep's OTE percentage.
    
    ```
    OTE_Commission = ARR__c * OTE_Worksheet!OTE_Calc
    ```
    
    ![On-target earnings commission](https://sf-zdocs-cdn-prod.zoominsoftware.com/tdta-sales-sales_performance_management-264-0-0-production-enus/b1f2feb4-26b8-444f-97f7-be2349869d93/sales_performance_management/images/spiff/spiff_attainment_commission.png)

## Example 2: Pay Commission for Attainment Percentage

Consider another example with the same quarterly quota of $250,000 and an OTE of $25,000. Instead of calculating an ICR, calculate the attainment percentage of each deal and multiply that value by their OTE. In this case, a $10,000 deal is 4% of their total attainment, so the calculation is $10,000 dividied by $250,000, or 4%. Then, multiply the $25,000 OTE amount by 4%, or $1,000.

1. Create two quota tables, QuarterlyQuota\_OTE for the quarterly data and OTE\_Worksheet for the OTE.
    
    ![Tables for quarterly quota and on-target earnings](https://sf-zdocs-cdn-prod.zoominsoftware.com/tdta-sales-sales_performance_management-264-0-0-production-enus/b1f2feb4-26b8-444f-97f7-be2349869d93/sales_performance_management/images/spiff/spiff_attainment_quota_tables.png)
2. Create a worksheet and use the `quota()` function to reference both of the quarterly quota and OTE tables.
3. Use the worksheet calculation to reference the quarterly quota table.
    
    ```
    DealAttainment = ARR__c / OTE_Worksheet!QuarterlyQuota_OTE
    ```
    
    ![Datasheet with deal attainment](https://sf-zdocs-cdn-prod.zoominsoftware.com/tdta-sales-sales_performance_management-264-0-0-production-enus/b1f2feb4-26b8-444f-97f7-be2349869d93/sales_performance_management/images/spiff/spiff_attainment_deal_attainment.png)
4. Multiply the individual deal attainment against the rep's OTE, which returns a commission amount.
    
    ```
    = sum(OTE_Commission!QTE_AttainmentCommission)
    ```
    
    ![On-target earnings attainment commission](https://sf-zdocs-cdn-prod.zoominsoftware.com/tdta-sales-sales_performance_management-264-0-0-production-enus/b1f2feb4-26b8-444f-97f7-be2349869d93/sales_performance_management/images/spiff/spiff_attainment_ote_attainment_commission.png)