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The KPI is the number this compensation is about. Quota attainment, and many formulas, are based on it. You set it on the KPI tab, under Define the metric that this compensation should stimulate.
KPI tab with KPI name, From Integration, Sum of property and a yearly period
Ask AI on that tab drafts a KPI from a description.

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Where the number comes from

KPI data source has two choices:
  • From Integration reads the number from your CRM. The hint under it names the connected CRM, for example HubSpot deal properties.
  • Manual means you type the actuals yourself. See Manual KPIs.

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How it is measured

How is your KPI measured? is one of: For a sum or an average, pick the Deal property. Only number and currency fields are listed. Choosing amount also adds that field as a column in the preview. What is the unit of this KPI? is Currency or Absolute. Count of deals is always absolute, so the unit question is hidden. Attributes to company revenue appears for a currency sum. Turn it on when this KPI is revenue the company should report, such as the sum of closed ARR. Leave it off for activity metrics that happen to be stored as currency.

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The KPI period

Over what period do you define your KPI? is Monthly, Quarterly or Yearly. This is the compensation period: the window a quota and an attainment figure belong to. It is separate from how often people are paid. A quarterly KPI can still be paid every month. See Payout period and compensation period. Name the KPI in KPI name. The name is what people see on payouts and in formulas.

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Which deals count

The Filter tab is a set of rules. A deal counts only when it matches all of them.
Filter tab with deal owner, close date within the current period, and closed won
The starting rule is the deal’s close date within Current period. Current period follows the period you are previewing, so the same compensation works in every month or quarter without you editing the filter. Other date choices are Previous period, Last 30 days, Last 90 days and Last 365 days. You can also filter on stage, pipeline, owner and any other field synced from the CRM. For the owner, the filter can be:
  • Assignee of current plan, the person the calculation is for
  • Plan assignees, anyone on the plan
  • Specific user(s)
  • Specific team(s)
  • Managed members of team, the people a manager looks after, used with roll-up quotas
Deals that count before a person’s Plan join date are left out of that person’s calculation.
If the preview is empty, check the filter before the formula. A close date outside the current period, or an owner filter that matches nobody, produces no deals and a zero KPI.
Last modified on October 27, 2026