Key concepts
Nine words carry most of Lokom. Learning them here saves you guessing later.
Participant
A person whose commission Lokom manages — in practice, a sales rep or a manager. Participants are usually pulled in from Pipedrive. A participant is not the same thing as a Lokom user: most participants never sign in, and plenty of users (finance, RevOps) are not participants.
Participants live under Participants in the Organization section.
Team and role
A team is a grouping of people. A role is a job within a team — "Sales Rep", "Team Lead", "New Manager" — and the role is what a plan attaches to.
This matters more than it looks: you do not assign a plan to a person, you assign it to a role, and people sit in roles. Hiring a rep into an existing role means they inherit the plan automatically.
Plan
The compensation plan for a role: the full set of rules that decide what someone in that
role earns. A plan is draft, active, or retired. See
Plan lifecycle and versions.
Plan version
Plans change, but not by editing a live plan in place — its rules lock while it is paying.
Changing them produces a new version, which is draft, active, or superseded.
Activating a version supersedes the previous one — and the old version stays readable, which
is how a payout from March still explains itself in November. See
Plan lifecycle and versions.
Rule
One earning mechanic inside a plan. You build it as a sequence of steps, not by picking a type from a list. Four are required:
| Step | Question it answers |
|---|---|
| Trigger | When does this rule fire? |
| Calculation | How is commission calculated? |
| Source | What field is that applied to? |
| Recipient | Who receives it? |
Each rule reads back as a sentence — "On Deal won, pay 6% of source of Deal value to Deal owner" — which is how the plan page lists it.
See How a rule works.
Advanced step
An optional step added to a rule: a threshold (nothing pays until an attainment level is cleared), a multiplier (a tier ladder that accelerates or decelerates), or a cap (payout stops climbing, with an optional floor).
They belong to one rule, not to the whole plan. See Threshold, multiplier and cap.
Quota and primary quota
A quota is a named metric a role is measured on — it has a name (Bookings) and a
basis field (what it counts). A role can own several.
Exactly one is the primary quota: the role's headline number. It drives OTE, it is the default view on Attainment, and it is the only quota Smart rate will measure against.
See Set up quotas and pick a primary.
Period
The window commission is calculated over — usually a month. A period moves through four states:
OPEN → COMPUTING → REVIEW → CLOSED
You can reopen a closed period as an admin, which invalidates any export produced from it.
Statement
One participant's commission for one period: the total, the components that make it up, and
the deals behind each component. A statement is draft, pending, validated, or
rejected — validating statements is how you work through review.
Billable rep
The billing unit, and deliberately narrow: a participant who is not archived, sits in a role, whose role has a plan, and whose plan is live. Draft plans never make anyone billable. See Billable reps.