Apply the Highest Rate

Currently, the system works where it takes all credits over the a certain attainment tier in the current period and wherever the credit amounts fall, the deals get paid out at that tier’s rate.

For example, your tiers are set up to look like below:

Your credit attainment for the current period is 102,000. All attainment up until the 99,999.99 tier will be paid out at 2%, 100,000 and above get 2.5%.

However, if you would like to have all deals in the current period paid out at the higher rate, there is a function called “Apply the Highest Rate” shown under section F of the payment rule. This function says that if you have deals in past periods paid at a lower rate, once you hit the higher tier you will get paid out the difference. For example. If you have deals from January, February, and March all paid out at 2%, in April you hit the higher tier and the April deals get paid out at 2.5%. The January-March deals will also show up on the Commission Statement as being paid an additional .5%.

If you would like to instead of having all deals YTD be paid out at the higher rate, but instead just have MTD deals paid, you will need to create qualifiers for each attainment tier. Your attainment tier will instead be set to 0.00 - MAX.

Rate: 2%

Qualifier 1:

Credit Results (or Percent to Quota) - (Credit/Quota Name) - (Payment Rule Timeframe - i.e. Monthly, Quarterly, Annually) - Current Period >= 0.00

AND

Credit Results (or Percent to Quota) - (Credit/Quota Name) - (Payment Rule Timeframe - i.e. Monthly, Quarterly, Annually) - Current Period <= 99,999.99

Rate: 2.5%

Qualifier 2:

Credit Results (or Percent to Quota) - (Credit/Quota Name) - (Payment Rule Timeframe - i.e. Monthly, Quarterly, Annually) - Current Period >= 100,000.00

AND

Credit Results (or Percent to Quota) - (Credit/Quota Name) - (Payment Rule Timeframe - i.e. Monthly, Quarterly, Annually) - Current Period <= 149,999.99

Rate: 3%

Qualifier 3:

Credit Results (or Percent to Quota) - (Credit/Quota Name) - (Payment Rule Timeframe - i.e. Monthly, Quarterly, Annually) - Current Period >= 150,000.00

AND

Credit Results (or Percent to Quota) - (Credit/Quota Name) - (Payment Rule Timeframe - i.e. Monthly, Quarterly, Annually) - Current Period <= 199,999.99

Rate: 3.5%

Qualifier 4:

Credit Results (or Percent to Quota) - (Credit/Quota Name) - (Payment Rule Timeframe - i.e. Monthly, Quarterly, Annually) - Current Period >= 200,000.00

Default Qualifier, or “Unfiltered Deals” Rate: 0%

Another way to think of it is, that it is Apply the Highest Rate Earned, not just achieved. So if his credit amount goes from 50k to 100k then back down to 50k, Express looks at the 50k amount, not the 100k as it isn't his current attainment.

Additionally, applying the highest rate (AHR) works both laterally and horizontally. For example, if the tiers are set up horizontally they will look like this:

Lateral tiers will look like this:

Attainment Tiers: 0 - MAX

Qualifier #1: 1%

Qualifier #2: 2%

Qualifier #3: 5% 

Either way, the system is going off what the highest tier is hit. If you have multiple tiers, and qualifiers, it is by a qualifier. So if Qualifier #1 the highest rate is 5% and in Qualifier #2 the highest rate is 8%, but the deal hit Qualifier #1, the highest rate achieved is 5%.

The way AHR works is based on two options: "To All Tiers Achieved " or "To Selected Tiers".

"To All Tiers Achieved": Typically, customers will select the highest tier (for example 101% - MAX). This means that if a rep has 20 deals, then all 20 deals will be paid out on the maximum tier. So if a deal comes in January and only meets the first tier attainment (0% - 50%) being paid out at 1%, but in March, the rep now has 20 deals at various rates and now meets the 101% - MAX tier, then all past deals from January - March will be paid out the remainder to reach the 5% rate.

"To Selected Tiers": Typically, customers will select the second-highest tier (51% - 100%). This means that all deals that are 0-100% attainment will get the rate of 2%. However, if say, the rep made two additional deals that put them over the 100% attainment, then only those 2 deals will receive the 5% rate.

Additionally, if AHR is removed (unchecked) from a plan mid-year, the holds generated from AHR do not automatically get deleted, but instead, remain under the Holds section of Express. These holds will need to be removed manually or via a CSV upload.

Apply the Highest Rate to the Lowest Tier:

If you would like to have the lowest tier (i.e. tier 1) selected this will payout the highest rate as of the first tier. If the structure is as follows:

In this example, "To Selected Tiers" is chosen and tier 1 is selected.

If initially the rep is in tier 1 and has been hitting qualifier #3, they will be paid out 1% on all deals.

Then, if they meet the criteria in qualifier #1 and move to tier 2, the rep would then get paid out the higher rate of 6% on all new deals, with all retroactive deals being paid an additional 4%. This is 5% - 1%.