Quotas, targets, and attainment

Quotas let a plan pay on attainment: how much of a period target a participant has reached. With the Quotas and targets module you set targets on a plan version's calculation periods, spread an annual target across periods, split a team target across the team members, retire a target from a date, weight components per participant, and use attainment in hurdles, bands, multipliers and bonuses. This page explains each tool.

Allocate Team Target previews how a team target is split before it is saved.

Before you start

• Switch on Quotas and targets in Commission Feature Management. Setting a non-zero target is refused with BAA-FEATURE-OFF while the module is off. See Turn features on as you grow.
• You need the Bitta Commission Plan Designer permission set (BAA Comm Plan Dsgnr).
• Targets are set on a Draft plan version. Targets of a published version change only through a successor version.
• The version needs calculation periods for its assigned participants and components. See Calendars and periods.

Quota definitions

Commission Quotas lists the quota definitions, each with a code, currency, Unit Type, status, effective dates and Quota Grain. The grain decides whether targets are set per participant, per position or per team. A team target applies to every member of the team.

A quota is measured by a measure. Commission Measures lists the measures, each with a value type (amount, quantity, percentage or score), the basis that feeds it (net amount, gross margin after actual cost, base quantity or number of documents), how values are aggregated, how currency is treated, dates and status. Measure definitions change only through the plan workflow.

A component's measure and quota are chosen on the component editor in Measure and Company Currency Base / Quota. Create Company Currency Defaults creates a matching measure and quota for you.

Set targets on calculation periods

1. Open the Draft plan version and choose Calculation Periods.
2. On Commission Calculation Periods, each row tracks one participant and component through one period. Enter Target (0 = None) in the component basis: an amount, a quantity or a document count.
3. Optionally set Proration Method to Calendar Days to prorate component period caps and floors by the tracked days of the row.

A zero target means the row tracks the cumulative base without a target. Attainment percent, percent-of-quota bands, hurdles, multipliers and gates read the target of the row that covers the sale date.

You can also load targets in bulk with the Quotas workbook in Import setup from Excel, using a participant number or a team code per row.

Allocate Target

Allocate Target splits one total target, for example an annual quota, across every calculation period already configured for one participant and component.

1. Select a row and choose Allocate Target.
2. Enter the Total Target.
3. Choose the Allocation Method: Calendar Days weights each period by its tracked days; Equal Parts divides evenly.
4. Enter the Target Precision, for example 0.01 for amounts or 1 for whole documents.

Rounding residuals go to the periods with the largest remainders, so the parts add up exactly to the total.

Allocate Team Target

Allocate Team Target splits the target of a team for one period across the targets of its members, or rolls the member targets up into the team target. The team target lives on a quota with the Team grain, and the member targets on a participant quota of the same Draft plan version.

1. On Commission Calculation Periods, choose Allocate Team Target. You can also start it from Quota Allocations.
2. Choose the Member Quota, the Period, the Team and the Team Quota. The periods offered are the periods tracked on the member quota. The saved team target, if any, is filled in.
3. Choose the Split Method:
   • Top-Down Equal gives each member the same share.
   • Top-Down Weighted follows each member's Allocation Percent on the team.
   • Capacity follows the Weight you enter for each member in the preview.
   • Historical follows each member's measured result in the Historical Period.
   • Bottom-Up sets the team target to the sum of the member targets.
4. Enter the Team Target and the Target Precision, for example 0.01 for amounts or 1 for whole units.
5. Choose Preview. The lines show each member's Previous Target and New Target. Nothing is saved yet. For Capacity, enter each member's weight and choose Preview again.
6. Choose Allocate. If you changed the team target, it is saved first. Then every member target is set, and the allocation is recorded with its lines on Quota Allocations.

Rounding residuals go to the members with the largest remainders, so the member targets add up exactly to the team target. Every member needs a tracking row on the member quota for the period (BAA-QUOTA-MEMBER-TARGET), so add the calculation period first. Choosing Allocate again for the same request returns the recorded allocation instead of allocating twice.

Retire Target

Retire Target ends a row's target on a chosen date, for example when a participant changes role mid-period.

1. Select the row and choose Retire Target.
2. Enter the Last Target Date. It must lie inside the tracked dates and before the last tracked date.

Tracking continues for the rest of the period without a target, so the assignment stays fully covered. Components that band, hurdle or accelerate on percent of quota cannot calculate after the retirement date.

Participant component weights

A plan's components normally share the component Weight Percent. Participant Component Weights (from Participant Weights on the components list) shows weights that replace the component weight for one participant. Each participant's weights across the allocated components of a version must total 100 percent, unless the components apply their weight as a multiplier.

Quota allocations

Quota Allocations (from Allocations on Commission Quotas) shows each recorded allocation, including those made with Allocate Team Target: top-down from a team target by equal share, member weight, capacity or history, a bottom-up roll-up into a team target, or an imported set of targets. Open Lines to see each participant's target before and after the allocation. Allocations are hashed, and replaying the same request returns the same allocation.

Using attainment in a plan

Attainment is the period base divided by the target of the row that covers the sale date. You can use it in several ways:

Tool	Where	What it does
Percent-of-quota bands	Band Basis on the component	Rate table bounds are attainment percents, for example 0, 100 and 150, while the rate still applies to the amount.
Hurdle	Hurdle Mode, Hurdle Basis, Hurdle Value	Pays nothing until the hurdle is reached, then pays the full cumulative entitlement. Returns below the hurdle unwind the payment.
Attainment multipliers	Attainment Multipliers from Commission Rates	Each row opens a band at an attainment percent with a multiplier applied to the resolved rate, for example 1.5 above 100 percent. Below the first row the multiplier is one.
Gate	Gate Component, Gate Attainment Percent	The component pays only when another component reaches the gate attainment.
Bonus condition	Bonus model, Attainment Percent condition	A bonus pays once the attainment percent reaches the condition value.

The Bonus model, and the setup wizard style Bonus for reaching a target, also need the Advanced commission models module. See Bonuses and SPIFFs.

Example: an accelerator schedule

A component with attainment multipliers of 1.0 from 0 percent and 1.5 from 100 percent pays its normal rate until the participant reaches the period target, and one and a half times the rate once the target is reached. A multiplier needs a positive target on the covering calculation period row. The Tier Calculation Details of each earning show an ACCELERATOR row with the attainment percent, the multiplier and the amount before and after it, so you can verify the effect.

Growth-based pay

The Growth model pays a rate on the uplift of the period base over a baseline: a fixed Baseline Value, or the same measure in a Baseline Period (blank uses the period immediately before). If there is no baseline, for example in the very first period, the whole period base counts as growth and is paid. A minimum growth percent in Condition Value pays only when growth reaches it. See Advanced models.

What to check if it goes wrong

Symptom	What to do
The target column is not visible	Switch on Quotas and targets.
BAA-FEATURE-OFF when entering a target	Switch on Quotas and targets.
A percent-of-quota component stops calculating mid-period	The target was retired. Check the row dates and the follow-on row without target.
Weights refused on submission	Each participant's weights must total 100 percent unless the multiplier weight mode is used.
BAA-QUOTA-MEMBER-TARGET when allocating a team target	A team member has no tracking row on the member quota for the period. Add the calculation period, then allocate again.
BAA-QUOTA-TEAM-GRAIN when allocating a team target	Choose a Team Quota with the Team grain that a component of the Draft version uses.

Related pages

• Tiered rates
• Bonuses and SPIFFs
• Advanced models
• Calendars and periods