KPI Reference

Use this page when you need to explain KPI tiles during payroll close, troubleshoot mismatches, or coach reps on what a number actually means.

When to use this page

You are reconciling month, quarter, or year totals.
You need to explain why a KPI is blank or unavailable.
You need to decide whether a KPI is reliable enough for a payout conversation.

How to read KPI tiles safely

Selected period: most KPIs add up across selected months. Run-rate KPIs use a snapshot at the end of the latest selected month.
See All vs single rep: See All shows team totals; single-rep view shows one person only.
Currency and FX: if conversion data is missing, some KPIs can be partial or unavailable.
Participant attribution: in personal view, some deal KPIs attribute full deal value to each participant; adding rep totals will not match See All totals.
Proxies: proxy KPIs are directional signals and should not be treated as audited financial metrics.

Commission KPIs

Commission earned

What it tells you: commission earned in the selected period.
How it is calculated: sum of earned commission for the selected period.
How to interpret it safely: includes applied adjustments.

Commission pending

What it tells you: commission not yet moved into waiting/paid states.
How it is calculated: sum of pending commission for the selected period.
How to interpret it safely: this is a workflow/state signal, not a final payout number.
When it may be blank/unavailable: missing currency/FX or unsupported scope combinations.

Commission waiting

What it tells you: commission held by payment/invoice gates.
How it is calculated: sum of waiting commission for the selected period.
How to interpret it safely: review deal/payment gating before escalation.
When it may be blank/unavailable: missing currency/FX or unsupported scope combinations.

Commission paid

What it tells you: commission already paid out in the selected period.
How it is calculated: sum of paid commission for the selected period.
How to interpret it safely: this reflects payout state, not projected payout.
When it may be blank/unavailable: missing currency/FX or unsupported scope combinations.

Expected payout

What it tells you: unpaid portion of earned commission.
How it is calculated: commission earned - commission paid.
How to interpret it safely: can be negative if paid exceeds earned in the selected scope.
When it may be blank/unavailable: whenever earned or paid is unavailable.

Deal KPIs

Total deal value

What it tells you: total value of eligible deals in the selected period.
How it is calculated: sums closed and pipeline deal value by period rules.
How to interpret it safely: closed deals use close date; open pipeline deals use created date.

Closed deal value

What it tells you: value of deals closed in the selected period.
How it is calculated: sum of closed deal value for the selected period.
How to interpret it safely: use this when comparing closed production, not open pipeline.

Pipeline deal value

What it tells you: value of open pipeline deals bucketed into the selected period.
How it is calculated: sum of open deals with period bucketing rules.
How to interpret it safely: this is not a full as-of pipeline snapshot.

Deal count

What it tells you: number of eligible deals in period scope.
How it is calculated: count of eligible deals in selected period.
How to interpret it safely: excludes deleted deals and split-parent rows.
When it may be blank/unavailable: unsupported scope/currency combinations.

Avg deal value

What it tells you: approximate closed deal value per deal.
How it is calculated: closed deal value / deal count.
How to interpret it safely: denominator includes all eligible deals, so this is intentionally approximate.
When it may be blank/unavailable: when deal count is zero or an input KPI is unavailable.

SaaS revenue KPIs

Closed deal ARR

What it tells you: ARR from deals closed in the selected period.
How it is calculated: sum of ARR on closed deals in the selected period.
How to interpret it safely: depends on ARR data quality in deal records.
When it may be blank/unavailable: missing or invalid ARR input and currency/FX constraints.

ARR (run-rate)

What it tells you: end-of-period run-rate ARR across active contracts.
How it is calculated: as-of snapshot at the latest selected month end.
How to interpret it safely: do not add this across months.
When it may be blank/unavailable: if required non-zero ARR rows cannot be converted.

MRR (run-rate)

What it tells you: monthly run-rate revenue from ARR run-rate.
How it is calculated: ARR run-rate / 12.
How to interpret it safely: same as-of behavior as ARR run-rate.
When it may be blank/unavailable: when ARR run-rate is unavailable.

NRR (run-rate, proxy)

What it tells you: directional month-over-month retention signal.
How it is calculated: current ARR run-rate / previous ARR run-rate.
How to interpret it safely: proxy only; not cohort-based NRR.
When it may be blank/unavailable: when current or previous run-rate ARR is missing or non-positive.

GRR (run-rate, proxy)

What it tells you: capped retention proxy.
How it is calculated: min(100%, NRR proxy).
How to interpret it safely: cap prevents expansion from pushing value above 100%.
When it may be blank/unavailable: when NRR proxy is unavailable.

Quota KPIs

Quota target

What it tells you: quota goal for selected period.
How it is calculated: sums monthly quota targets across selected period months.
How to interpret it safely: most meaningful in single-rep context.
When it may be blank/unavailable: missing quota rows in active months or mixed quota metadata.

Quota attained

What it tells you: attained amount toward quota.
How it is calculated: sums monthly attained values across selected period months.
How to interpret it safely: this is plan-driven attainment logic, not just raw deal value.
When it may be blank/unavailable: missing quota rows in active months or mixed quota metadata.

Attainment

What it tells you: percent of quota attained.
How it is calculated: quota attained / quota target.
How to interpret it safely: use alongside period and quota context.
When it may be blank/unavailable: quota target is zero or inputs are unavailable.

Pipeline coverage

What it tells you: how much remaining quota is covered by pipeline value.
How it is calculated: pipeline deal value / (quota target - quota attained).
How to interpret it safely: a planning signal, not a guarantee.
When it may be blank/unavailable: remaining quota is zero/negative or required conversion data is missing.

Spiffs and adjustments KPIs

Spiffs total

What it tells you: total spiffs in selected period.
How it is calculated: sum of spiff amounts in period scope.
How to interpret it safely: separate from earned commission.
When it may be blank/unavailable: missing currency/FX data can make totals partial/unavailable.

Adjustments total

What it tells you: total applied adjustments in selected period.
How it is calculated: sum of applied adjustments by effective date in selected period.
How to interpret it safely: do not add this again to earned; earned already reflects applied adjustments.
When it may be blank/unavailable: missing currency/FX or unsupported scope.

Efficiency KPIs

Effective commission rate

What it tells you: earned commission as a share of accrual-aligned closed value.
How it is calculated: commission earned / accrual-aligned closed deal value.
How to interpret it safely: effective blended ratio, not a plan rate-card number.
When it may be blank/unavailable: denominator unavailable or zero.

CAC payback (run-rate, proxy)

What it tells you: variable-comp payback proxy in months.
How it is calculated: (commission earned / ARR run-rate) * 12.
How to interpret it safely: proxy excludes salary, marketing, and other CAC costs.
When it may be blank/unavailable: ARR run-rate unavailable/non-positive or invalid inputs.

Rule of 40 (run-rate, proxy)

What it tells you: directional Rule of 40 proxy.
How it is calculated: ARR growth vs previous month + margin proxy.
How to interpret it safely: proxy only; not full P&L-based Rule of 40.
When it may be blank/unavailable: current/previous ARR run-rate missing or non-positive.

CCOS (closed deals, proxy)

What it tells you: variable comp cost-of-sales proxy vs closed deal ARR.
How it is calculated: (commission earned + spiffs total) / closed deal ARR.
How to interpret it safely: excludes base salary and non-comp selling costs.
When it may be blank/unavailable: closed deal ARR is missing or non-positive.

CCOS (run-rate, proxy)

What it tells you: variable comp cost-of-sales proxy vs run-rate ARR.
How it is calculated: (commission earned + spiffs total) / ARR run-rate.
How to interpret it safely: directional operating signal, not full finance cost structure.
When it may be blank/unavailable: ARR run-rate is missing or non-positive.

Actions KPIs

These KPIs are action signals from the Actions experience and may appear only in supported dashboard contexts (typically single-rep with concrete periods).

Attainment gap

What it tells you: remaining amount to hit quota.
How it is calculated: provided by the Actions system.
How to interpret it safely: use as an operational target for rep coaching.
When it may be blank/unavailable: unsupported scope such as See All.

At-risk

What it tells you: estimated value of at-risk deals.
How it is calculated: provided by the Actions system.
How to interpret it safely: estimate for prioritization, not a booked-loss amount.
When it may be blank/unavailable: unsupported scope or missing actions context.

Top opportunity

What it tells you: highest-priority opportunity to focus on.
How it is calculated: provided by the Actions system.
How to interpret it safely: treat as ranked guidance, then validate on the deal.
When it may be blank/unavailable: unsupported scope or no qualifying opportunities.

Open disputes

What it tells you: count of open disputes.
How it is calculated: provided by the Actions system.
How to interpret it safely: operational workload indicator for follow-up.
When it may be blank/unavailable: unsupported scope or unavailable actions summary.

Spiff progress

What it tells you: estimated progress toward spiff goals.
How it is calculated: provided by the Actions system.
How to interpret it safely: progress signal, not final payout accounting.
When it may be blank/unavailable: unsupported scope or unavailable actions summary.

Manager verification workflow (one quick check)

Pick one period and one rep.
Confirm the KPI tile value.
Validate the underlying context in Deals, Spiffs & Adjustments, or Actions.
If numbers still look wrong, re-check period selection, currency context, and gating/status before escalating.