Changing Quota Mid-Year, Mid-Quarter, or Period-Over-Period

Quota can be changed at any time, but it can cause changes to not only the attainment percentage a rep is at but also to their payment and attainment tiers.

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Reducing a Quota

If a quota needs to be reduced mid-year, mid-quarter, or even after one period, this may cause an increase in pay.

For example, if in the payment rule section D : Select Timeframe For Attainment the rule is set to Quarterly and there are multiple attainment tiers:

A rep may go from being in Tier 2 to being in Tier 3. Express will recognize then that additional payment needs to be paid out. In other words:

Annual Quota: 10,000,000	Changed Annual Quota: 9,000,000
Q1 Quota: 2,500,000	Changed Q1 Quota: 1,500,000

Q1 Credit: 1,250,000	Q1 Credit: 1,250,000
Annual Percent to Quota: 50%	Annual Percent to Quota: 83.33%
Attainment Tier Reached: 2	Attainment Tier Reached: 3
Payout: 25,000	Payout: 62,500

The rep will be owed an additional payout in this example of 37,500 as the change in quota changed their attainment tiers and moved them to a new tier.

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Increasing a Quota

If a quota needs to be increased mid-year, mid-quarter, or even after one period, this may cause a decrease in pay, producing a negative payout.

For example, if in the payment rule section D : Select Timeframe For Attainment the rule is set to Quarterly and there are multiple attainment tiers:

A rep may go from being in Tier 2 to being in Tier 1. Express will recognize then that additional payment needs to be paid out. In other words:

Annual Quota: 10,000,000	Changed Annual Quota: 12,500,000
Q1 Quota: 2,500,000	Changed Q1 Quota: 5,000,000

Q1 Credit: 1,250,000	Q1 Credit: 1,250,000
Annual Percent to Quota: 50%	Annual Percent to Quota: 25%
Attainment Tier Reached: 2	Attainment Tier Reached: 1
Payout: 37,500	Payout: 25,000

The rep now would have been paid out too much in a previous period. There would be a -12,500 paid back to the company as the change in quota changed their attainment tiers and moved them back to a tier.