Plans Glossary

Deal Based Plan

Referring to credit being assigned on a deal-by-deal basis as opposed to Team or Direct based.

Direct Plan

When a deal is credited to the opportunity owner.

Matrix (Qualifiers)

A method of using two measures that are often opposing. The targets and breakpoints are unique per measure combination. The rate is determined by the intersection of the two performances. Rates can be flat or ramped or both.

Plans

A collection of commission elements is used to define the variable compensation structure for a role within the organization.

Plan Alignment

Plan alignment refers to the extent that a sales compensation program is aligned with the key business objectives of the company. It also refers to the extent that sales compensation plans for different job roles are aligned to motivate teamwork across sales roles.

Plan Documents

A PDF or Word document that can be exported that explains the compensation structure and rules to a given sales rep. The Plan Document can be edited on the Review Plan page. For example, you can change descriptions and remove elements.

Plan Eligibility

Plan eligibility is the requirement that must be met in order to participant in a compensation plan.

Plan Participant

A plan participant is a person on an incentive compensation plan

Plan Quotas

The end sales goal(s) associated or attached to a specific plan.

Plan Summary

Plan summary includes responsibilities for the role, goals, earning curve, mix strategy, and incentive elements.

Plans List

A total list of plans or plan documents that are delivered to the sales team.

Prorated

A proportional calculation of a goal or a rate. Often used for new hires or transitional plans.

Split Plan

If responsibility is shared between two or more Participants on a specific sale, sales credit may be split.

Team Plan

When a deal is credited to an entire team.

Mix

The relationship of the elements in the compensation plan is expressed as a percent. It may be salary and incentive relative to Target Total Compensation or commission and bonus relative to Target Incentive Compensation.