Most floors pay a modest base plus a share of commission on funded deals, which correctly ties pay to the only outcome that produces revenue. The failure is paying on funded deals and nothing else, which quietly makes speed to lead, follow-up on cold records and file quality somebody else’s problem — so the plan needs a small component attached to the behaviours that produce the funded deals.
Comp design is behaviour design. Every plan produces exactly the behaviour it pays for, and the gap between what you meant and what you wrote is where floors lose money.
| Model | Produces | Neglects |
|---|---|---|
| Commission only | Hunger, and high turnover | Follow-up, file quality, new reps surviving |
| Base plus commission | Stability and a longer horizon | Urgency, if the base is comfortable |
| Tiered on volume | Push through the tier boundary | Deal size — a small deal counts the same |
| Tiered on funded dollars | Bigger files | Small deals get abandoned mid-process |
| Draw against commission | A runway for new reps | Becomes debt, and then resignations |
Funded deals are a lagging outcome that a rep only partly controls. A small component tied to what precedes them — time to first dial, cadence completion, statements collected on the call — costs little and stops those becoming the parts nobody is measured on.
The renewal rule is the one most often left undefined, and it is worth writing down before the first renewal rather than during the argument about it.
A modest base plus a share of the commission on funded deals, commonly with the split rising above a target. Commission-only exists and produces hunger alongside high turnover and neglected follow-up.
Funded dollars. Paying per deal makes a $15,000 advance worth the same as a $90,000 one, and reps will rationally chase whichever closes fastest rather than whichever is worth most.
Only with a quality gate. Paying per submission produces submissions, including the ones that were never going to fund, and funders notice the drop in quality before you do.
Attach a small part of the pay to it — cadence completion and time to first dial inside target. They are leading indicators of funded deals, and if nothing pays on them they become the first thing dropped on a busy day.
Whatever you write down before the first one happens. Leaving it undefined guarantees the argument occurs at the worst possible moment, with a rep who feels they have been taken from.
We will tell you straight up if we cannot help you. No commission deals, no free trials, no chasing you for three weeks.