Step 2 — Calculation and Smart rate
"How is commission calculated?"
Three tabs. Custom is marked (soon) and is disabled today.
Percentage
Enter a Rate as a percentage — e.g. 6.
Beneath the field, the step shows what the percentage will be applied to:
Applied to
Deal value— from Source
That comes from Step 3. The rate is meaningless without it, which is why the builder shows both together.
Flat amount
A flat fee per matching deal — e.g. 500. Every deal that passes the trigger pays the
same sum regardless of size.
Choosing this removes the Source step: "Source removed — not needed for flat fees."
Use it where deal sizes are uniform, or where you deliberately do not want to reward discount-driven volume.
Smart rate
A checkbox under the Percentage tab:
Smart rate — "Lokom personalizes the rate per recipient so payouts hit each plan's target at 100% quota."
Instead of one rate for everyone, Lokom computes a rate per recipient from their OTV (on-target variable pay) and their quota, so each person lands on their own target variable pay at 100% attainment.
When to use it. A shared role where people carry different quotas or different OTVs. A flat 6% overpays the small-quota rep and underpays the large-quota one; Smart rate fixes that without splitting the role in two.
What it needs. Each recipient must have an OTV and a quota. Anyone missing either is excluded, and the plan page says so — "Rate excludes N participants with incomplete comp data", with a Fix data → link. → Look up one person
"Smart Rate accelerates on the primary quota." If a role has several quotas, Smart rate measures against whichever one is marked Primary — you cannot point it at another. → Primary quota
Common mistakes
- Setting a rate before deciding the Source. 6% of total contract value and 6% of ARR are very different bills. Set Step 3 first.
- Smart rate with missing comp data. It silently covers fewer people than you think — read the warning on the plan page.
- Flat amount for uneven deals. A flat €500 on a €2k deal and a €200k deal is rarely what anyone means.