Quotas Goals and Targets Glossary

Annual Quota 

The end sales goal(s) over a one-year period.

Average Quota

The average sales goal for all sales reps on a specific plan (determined by taking the sum of all quotas for all sales reps and dividing by # of sales reps)

Goal

The goal is the expected level of attainment for the incentive measurement period. A quota is a special kind of goal. 

Monthly Quota

The predetermined end sales goal(s) for a single given month.

OTE 

Stands for "On Target Earnings" and is a combination of TIC, or total incentive compensation, and salary. This represents what the sales rep will make if he/she hits 100% of their quota or are "on target".

Quarterly Quota

The predetermined end sales goal(s) for a single quarter.

Quota 

Quota is the expected level of attainment assigned to a Participant for the primary sales measures. Quotas are generally annual but often are subdivided into quarterly or monthly quotas and prorated based on the seasonality of the product.

Quota Rate

A quota rate is a rate that is applied to the volume measure for incentive purposes. Quota rates differ from commission rates in the following way: A quota rate is determined by target amount/quota. The rate is expressed as $300 per percent attainment. Each point of attainment (volume of the measure/quota) is multiplied by the quota rate to calculate incentive earnings. It is usually used for large dollar volume measures where a commission rate would be too small.

Target Total Compensation (TTC) 

TTC is the expected total compensation including salary, commission, and bonus at 100% attainment of all goals.

Target Incentive Compensation (TIC)

Short for Target Incentive Compensation, it refers to the amount that would be paid if all quotas are hit at 100% exactly. Allows the administrator to set a target compensation for the Rep.

Total Quota 

The total end sales goal(s) for a sales rep or the sales team.

YTD Monthly Quota 

The end sales goal(s) across ongoing months over a one-year period.

YTD Quarterly Quota

The end sales goal(s) across ongoing quarters over a one-year period.