The windfall clause we finally got to stick, after two that did not

I am less comfortable with this than most. If a rep spends three years on an account and it lands at five times quota, calling it a windfall insults the work. Ours distinguishes by origin: a large-deal rule applies only where the opportunity was not in the rep's pipeline 90 days before close, for instance an inbound order after an acquisition. Earned big deals pay in full.

The 90-day test sounds fair but in practice someone has to judge it, and that is exactly where the earlier clauses in the original post fell over. A mechanical threshold is cruder and far easier to defend. We use 250% of quota, in an insurance brokerage with 70 producers, and have applied it four times without a formal dispute.

One practical point from our rollout in France: the clause only helped once it was in the plan document the rep acknowledged before the year started. The year we added it by memo in March, we ended up paying the old terms on a deal already in progress.