Payments: Build a Rate Table

In Step F – Define Payment Structure, you will determine how to measure success on the payment. This may either be based on the attainment of a quota, for which you must pick the quota, or as an explicit threshold. The rate table allows you to set attainment tiers and pay varying rates according to the tier that the Sales User qualifies for. 

• Percent attainment of quota: This drives payment by percent attainment of quota by comparing the sum of the value for the deals indicated on the associated measure to a quota. The payment grid is constructed based on the tiers needed for the varying rates.
• Explicit threshold: In this case, payments are driven by evaluating tiers on a value other than quota attainment. This value could be an amount, quantity, number of units sold, etc.

To pay tiered rates based on quota attainment, click the radio button in Step C – Which Credit is Used As Part Of The Payment? next to Use Quota as part of the payment rule. You are not allowed to have gaps between your attainment tiers, and Express ensures this by only allowing you to enter the low value in the attainment tier. The system will automatically update the previous tier’s high value once you enter a low value in the new attainment tier. For each attainment tier, you can enter a unique numeric value or build a formula in the Rates column. If you remove a tier from the table by clicking the Red X, the previous tier will be updated appropriately.

NOTE: If you need to add multiple attainment tiers to a table, enter the number of rows you would like to add in the text box next to the Add Rows button and then click Add Field.

Explicit Threshold Rate Tables: To pay tiered rates based on an explicit threshold, click the radio button in Step C – Which Credit is Used As Part Of The Payment? next to Don't use Quota as part of the payment rule. For explicit threshold rate tables, payment is not driven by the percent attainment of quota by summing values to be measured against a quota. It is evaluated on a value other than quota attainment. It could be an amount (currency), quantity (widget/count), etc. You are not allowed to have gaps between your attainment tiers, and Express ensures this by only allowing you to enter the low value in the attainment tier. The system will automatically update the previous tier’s high value once you enter a low value in the new attainment tier. For each attainment tier, you can enter a unique numeric value or build a formula in the Rates column.

NOTE: If you need to add multiple attainment tiers to a table, enter the number of rows you would like to add in the text box next to the Add Rows button and then click Add Field.

Flat Rate Payout: If you would like to have a flat rate payout instead of a rate table, you will simply have one (1) tier in your rate table with a low value of 0 (or whatever your starting payout threshold is) and a high value of MAX. Then, you have the option of entering a static numeric rate or creating a formula to calculate the rate.

NOTE: To remove the additional tiers from the table, click on the little red X.

Default: By default, the rates that you set will apply to everyone that qualifies for the payment rule. You can set individual rates in addition to having rates for Everyone on Plan. You will have the ability to change one or all of the rates in your rate table. You will not be allowed to adjust the tiers within the rate table.
When setting individual rates, select the appropriate person from the drop-down list, Everyone on Plan:
1. Select the checkbox next to the rate you would like to change
2. Enter a new rate or create a formula.

NOTE: If individual rates have been set (i.e. Override), you will see an asterisk next to the Person’s name in the drop-down list. To customize formulas go to Payments: Build Formulas.