Such an elusive part of a salary package especially when it is not defined by the future employer in conversation or Offer Letter. Including a paragraph in the Offer that reads, "At the discretion of the Employer..." means absolutely nothing. Worst, it starts the relationship with a hint of distrust.
Similarly, it's like asking someone to roll a bowling ball down the lane while placing a curtain in front of the pins so they cannot see how many they've knocked down. Then you tell the bowler, "Do better next time, you were close!"
Be detailed about the bonus program that your company provides during the Offer stage. Ensure your future super star understands all the metrics to achieving the bonus, and make sure that it's unattainable at least 90% of the time. Then throughout the year, follow-up, coarse-correct and support their process. Sharing vital and confidential financials is imperative in building trust and creating a sense of belonging. In return, they'll become productive for the sake of pride and appreciation, and not just for the money.
When they know exactly how many pins to knock down and can see results, you've truly set them up for success.
P.S. Remember, the Offer letter is a marketing piece for your company as it represents your brand and culture. It requires the same attention to detail as your website, menus and postcards.
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