Credits and Attainments Glossary

Annual Attainment 

The amount of credit fulfilled in a one-year period.

Attainment 

Attainment is the degree to which an incentive measure is met for a measurement period. Attainment can be in units, dollars, or points.

Attainment Percent (aka Performance)

Attainment percent is the achievement relative to an incentive measure, most commonly quota.

Calculated Attainment

The amount of credit calculated by the system (utilizing the defined rules) and does not include manual adjustments entered by the administrator

Crediting 

The process in which you determine which participant receives credit for the sales event and how much will count. For companies with complex selling processes, it is best practice to credit multiple positions to encourage teamwork and avoid channel conflict.

Credit Amount

The credit amount is counted by incentive measure for a particular period. Credits determine quota or other measure attainment and will be used to calculate commission or bonus payment.

Credit rule(s) 

The sub-components of compensation plans tie together quotas and deals. This includes the logic that determines which deals the sales rep is eligible to be paid out on, any applicable team definition, and optional split rules.

Credit timing 

Credit timing is the point at which the credit is counted. Examples of credit timing include book date, ship date, sold date, invoice date, payment date, and order date.

Crediting

The process in which you determine which participant receives credit for the sales event and how much will count. For companies with complex selling processes, it is best practice to credit multiple positions to encourage teamwork and avoid channel conflict.

Credits

The sum of all of the deals that the sales rep is eligible to be paid out on (as determined by Credit Rules).

Cumulative Attainment 

Amount of credit fulfilled in a given period plus manual adjustments.

Deal Based

A specific type of credit rule that allows you to associate a set of filters to a specific payee that defines which deals the sales rep is eligible to be paid out on. For example, Adam Cole can be paid on all deals that have the 'South' territory.

Direct Credit 

A type of Credit Rule that states that the Salesperson field will contain the UserID of the person that should receive credit for the specific deal (e.g. no additional or complex crediting logic is required to assign the deal to a sales rep).

Excellence

Individual sales performance is in the top percentile of all individuals whose performance is being measured. The top percentile is determined by the company but it is usually 100 -120%.

Flat Rate 

A rate that remains constant regardless of the attainment level. Flat rates always result in linear earnings.

Monthly Attainment

The amount of credit fulfilled in a one-month period.

MTD Credit

The amount of credit is calculated on a Month-to-Date basis, or in between the current calculated month and the current date.

Overlay credit 

An overlay credit is a credit to participants that do not have direct influence over the customer when placing the order.

Performance Percent aka Attainment % 

Attainment percent is the achievement relative to an incentive measure, most commonly quota.

QTD Credit 

The amount of credit is calculated on a Quarter-to-Date basis, or in between the current calculated quarterly period and the current date.

QTD Monthly Attainment 

The amount of credit fulfilled across ongoing months on a quarterly basis.

Quarterly Attainment 

The amount of credit fulfilled in a single quarter.

Ramped Rate

A ramped rate is a rate that changes with volume attainment for the measure

Sales Crediting 

The process in which you determine which participant receives credit for the sales event and how much will count. For companies with complex selling processes, it is best practice to credit multiple positions to encourage teamwork and avoid channel conflict.

Sales Excellence 

Individual sales performance is in the top percentile of all individuals whose performance is being measured. The top percentile is determined by the company but it is usually 100 -120%.

Team

When a specific sales rep being paid for a deal is not necessarily the Salesperson tagged to the deal but is part of a broader team and gets credit for the deal anytime someone on that team sells it. For example, if Bob gets credit anytime Bob, Sally, or Beth sell a deal.

Tiers

Levels of attainment within defining the payment of a compensation plan. Tiers can be set below 100% and above. If setting above, they are typically used as accelerators to award overachievement.

Total Attainment

The total amount of credit fulfilled in a given period.

Weight

Weight is used to refer to the relative importance of a measure or factor used to determine a credit or payment amount.

YTD credit

The amount of credit is calculated on a Year-to-Date basis, or in between the current calculated year starting January 1st, and the current date.

YTD Monthly Attainment

The amount of credit fulfilled across ongoing months in a one-year period. For example: In January, the attainment is 100; In February of the same year that attainment is now 200, and so on in a cumulative process.

YTD Quarterly Attainment

The amount of credit fulfilled across ongoing quarters over a one-year period