Recipe - How To Setup An SDR-Type Plan
This article applies if you want to setup a plan which counts (or scores) transactions. For example, this could be a plan for SDRs, which pays commissions based on the number of opportunities created.
Becoming Familiar With General Plan Setup
We first recommend first reading this article to become familiar with fundamental mechanisms of plan configuration.
Check Your Data Import
When importing transactions, perhaps you mapped your "Close Date" data field to the "Transaction Date" category. If you did NOT select the advanced option to allow null date values, only transactions wit a "Close Date" set will be imported. Therefore, you may be missing some transactions having a "Create Date" (needed for your SDR plan), but no "Close Date" set. Consider re-importing your data (or contact support for assistance).
Specify Plan Targets
The goal here is to ensure the plan targets the right individuals or teams. For SDR-type plans, you could target users having a tag of "SDR". Follow this article to specify plan targets.
Select Crediting Field
The goal here is to ensure the plan credits targets correctly when processing transactions. For SDR-type plans, you could credit based on a field of "SDR Owner". Follow this article to specify the crediting field.
Select Eligible Transactions - Filtering
The goal here is to ensure the plan only processes eligible transactions based on a criterion. For SDR-type plans, you could create a query which filters transactions to those whose "SDR Owner" field is not empty. Follow this article to filter transactions.
Select Eligible Transactions - Effective Date
The goal here is to ensure the plan only processes transactions within the calculation period based on each transaction's date. For SDR-type plans, you could select your "Create Date" field as the effective date to determine which transactions are eligible for each calculation period. Follow this article to set your effective date field.
Define Attainment
The goal here is to define attainment for your plan. For SDR-type plans, you should change the performance metric to be a Calculated Score on the Overview tab of the plan:
Depending on how you want to count or score transactions, you could either count each transaction as 1 point (the default behavior), or configure rules, or even a formula on the "Scoring" tab:
Follow this article to configure attainment. If you want to have a different goal for each SDR, you would select "As Percentages Of a Per-Target Dynamic Quota" and enter a custom variable name. Otherwise, you can specify fixed threshold values.
Refine Tier Behaviors
The goal here is to define how tiers work. Follow this article to refine tier behaviors. Most of the time, you do NOT want to show commission rates to payees because you'll be paying a fixed amount (ex: $30) per closed opportunity. Therefore, the commission rate (as a percentage of revenue) is meaningless.
Define Rewards
The goal here is to add rewards to each attainment level. Follow this article to define rewards. Many companies with SDR-type plans use a fixed payout per deal like this.
If the amount varies depending on the SDR, you could use something like this instead (here 1.5x is an accelerator for a higher attainment tier).
In this example, attainment levels are cumulative, so each attainment level will pay a different amount for each transaction falling within its own tier.
Because attainment levels are cumulative, you want each relevant attainment level to pay a commission over transactions which fell within its own tier, so make sure to select this for your per-transaction reward.
In this example, attainment levels are non-cumulative, so the highest attainment tier will be responsible for paying commissions over all credited transactions.
Because attainment levels are non-cumulative, you only want the highest attained level to pay a commission for all transactions, so make sure to select this for your per-transaction reward:
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