Three pieces of comp fine print decide what a plan actually pays: accelerators, draws, and clawbacks. They rarely appear in the headline OTE, and they're exactly where the gap between the promise and the paycheck lives. This page defines all three and runs the numbers — the glossaries cover each in depth (accelerator, draw, clawback), and here's the math that makes them concrete.
The three mechanisms — here is the asset
1. Accelerator — the upside. An accelerator raises your commission rate once you pass a threshold, usually 100% of quota.
Worked example: Your plan pays 10% on all closed revenue up to plan, then 1.5× (15%) above plan. You close $100k at plan and $20k over plan. You earn 10% × $100k = $10,000, plus 15% × $20k = $3,000, for $13,000. The extra $20k of revenue is worth $3k instead of $2k — that's the accelerator rewarding overperformance.
2. Draw — the bridge. A draw advances you money on a schedule while your sales catch up. The one question that matters: is it recoupable?
Worked example: A non-recoverable draw of $2,000/month is a floor. If you earn $1,500 in commission one month, you still take home the $2,000 and owe nothing. A recoupable draw of $2,000/month is a loan — if you're advanced $2,000 in month one and earn only $1,000, you owe $1,000 out of future commission. Same monthly number, opposite risk.
3. Clawback — the downside. A clawback takes back commission you were already paid if the deal falls apart — a customer cancels or refunds inside the clawback window (often 60–180 days from signature).
Worked example: You were paid $4,000 on a deal that the customer cancels in month two, inside the 90-day clawback window. The company takes the $4,000 back out of a future check. If you hadn't read the policy, that's a $4,000 surprise.
Why the fine print is the real plan
Read the three together and a comp plan becomes honest. The accelerator tells you what a great month is worth, the draw tells you your floor (or your hidden loan), and the clawback tells you your downside. A "great commission plan" is only fair once you've read all three — which is exactly what the comp-plan red-flag checklist is built to do. Model the worst quarter (half of quota, a cancelled deal) and the plan either holds up or quietly explains why the OTE was too good to be true.