How Do I Set Attainment Levels And Their Thresholds?

How Do I Set Attainment Levels And Their Thresholds?


This article explains how to use the web application to set attainment levels and their associated thresholds. For a more general discussion about attainment levels, click here. For general guidance on how to configure attainment levels, click here. To learn how you can create a single plan which applies different quotas to different users, click here.

To define attainment levels, either:
  • Create a plan - advance to the 'Incentives' step
  • Edit a plan - click on the 'Incentives' tab

Example #1:



In this example, the following have been defined:
  1. Thresholds are specified as fixed values
  2. Attainment levels are set to be cumulative
    1. From 0 to 100K in revenue, there are no rewards
    2. From 100K to 150K in revenue, the payout is 8% of revenue earned at this level
    3. From 150K to 200K in revenue, the payout is 12% of revenue earned at this level 
    4. Above 200K in revenue, the payout is 15% of revenue earned at this level + a $1000 cash reward 

Here is how rewards were configured:



For example, if a rep's revenue is 160K, it means they reached the third attainment level (150K-200K). Because attainment levels are set as cumulative, they will also get rewards for lower (easier) attainment levels. Therefore, they will receive:
  1. 8% of 50K for the second level of attainment (50K is revenue earned at the 100K-150K level)
  2. 12% of 10K for the third level (10K is revenue earned at the 150K-200K level)

Example #2:



In this example (which takes a different approach), the following have been defined:
  • Thresholds are specified as quota-based percentages
  • Attainment levels are set to be non-cumulative
    • Under 100% of quota, there are no rewards
    • From 100% to 150% of quota, the payout is 5% of revenue earned at this and lower levels
    • From 100% to 200% of quota, the payout is 8% of revenue earned at this and lower levels
    • Above 200% of quota, the payout is 10% of revenue earned at this and lower levels + a $1000 cash reward

Here is how rewards were configured:



For example, if a rep's revenue is 160K, it means they reached the third attainment level. Because attainment levels are set as non-cumulative, they will NOT get rewards for lower (easier) attainment levels. However, the percentage will be applied to ALL their earned revenue ("at this and lower levels"). Therefore, they will receive:
  1. 8% of 160K for reaching the third level of attainment

Conclusion
Other combinations are possible using different permutations of [cumulative vs. non-cumulative] and [at this level only vs. at this level and lower levels] options. Your configuration should be based on how you want to structure rewards. If you need to setup a single quota-based plan but apply different quotas to different users, click here.

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