Quotas and targets

Quotas let a plan pay on attainment: how much of a period target a participant has reached. With the Quotas and targets module in Bitta Commission you set targets on the calculation periods of a Draft plan version, spread an annual target across periods with Allocate Target, split a team target across the members with Allocate Team Target, end a target with Retire Target, weight components per participant, and use attainment in bands, hurdles, accelerators, gates and bonuses.

Before you start

• Switch on Quotas and targets in Commission Feature Management. While it is off, the target column and the allocation actions are hidden and a non-zero target is refused with BAA-FEATURE-OFF. See Optional modules.
• You need the Bitta Commission Plan Designer permission set.
• Targets change only on a Draft plan version.
• The version needs calculation periods for its participants and components. See Commission periods.

Set targets on calculation periods

1. Open the Draft plan version on Commission 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 the component's period caps and floors by the tracked days of the row.

A target of zero means the row tracks the cumulative base without quota achievement. Attainment percent, percent-of-quota bands, hurdles, accelerators and gates read the target of the row that covers the sale date. Attainment percent is the cumulative base divided by that target, times 100.

Commission Quotas lists the quota definitions with their Unit Type 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.

Allocate Target

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

1. On Commission Calculation Periods, select a row of the participant and choose Allocate Target.
2. Enter the Total Target, choose the Allocation Method (Calendar Days weights each period by its tracked days, Equal Parts divides evenly) and 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; the member targets live on a participant quota of the same Draft version.

1. On Commission Calculation Periods, choose Allocate Team Target. You can also start it from Quota Allocations.
2. Choose the Team, the Period, the Team Quota and the Member Quota. Only periods tracked on the participant quota of the version are offered.
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 per 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.
5. Choose Preview. The lines show each member's Previous Target and New Target; nothing is saved yet. For Capacity, enter the weights and choose Preview again.

6. Choose Allocate. A changed team target is saved first, then every member target, with the allocation lines and an audit entry.

Rounding residuals go to the members with the largest remainders. Every member needs a tracking row on the member quota for the period, otherwise the allocation stops with BAA-QUOTA-MEMBER-TARGET. Quota Allocations lists every recorded allocation, including imported ones; choose Lines to see each target before and after.

Retire Target

Retire Target ends a row's target on a date, for example when a participant changes role mid-period. Select the row, choose Retire Target and enter the Last Target Date, which must lie inside the tracked dates and before the last tracked date. Tracking continues for the rest of the row 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

Choose Participant Weights on Commission Components to open Participant Component Weights. A participant weight replaces 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 (Weight Mode Multiplier).

Pay on attainment

Tool	Where you set it	What it does
Percent-of-quota bands	Band Basis on the component	Rate bounds are attainment percents; the rate still applies to the amount. See Tiered commission.
Hurdle	Hurdle Mode Cliff, Hurdle Basis, Hurdle Value	Pays nothing until the hurdle is reached, then the full cumulative entitlement. Returns that fall below the hurdle unwind the payment.
Attainment multipliers	Attainment Multipliers on Commission Rates	Accelerators and decelerators by attainment percent.
Gate	Gate Component, Gate Attainment Percent	The component pays only when another component reaches the gate attainment.
Bonus condition	Bonus Condition Attainment Percent	A bonus pays once the attainment percent reaches the condition value. See Bonuses and SPIFFs.

Accelerators and decelerators

On Attainment Multipliers, each row opens a band at From Attainment Percent with a Multiplier, for example 1.0 from 0 and 1.5 from 100. Choose Save Multipliers to save the schedule. Below the first row the multiplier is one.

The multiplier of the band reached is applied to the cumulative entitlement of the period. When a sale lifts attainment from 95 to 105 percent, the earning for that sale also carries the uplift on everything earned earlier in the period, and a return that drops attainment below 100 percent takes it back. Each earning shows an ACCELERATOR row in Tier Calculation Details with the attainment percent, the multiplier and the entitlement before and after it. Multipliers need a positive target on the covering row and are not available for Tiered Rate.

What to check if it goes wrong

Symptom	What to do
The target column or the allocation actions are not visible	Switch on Quotas and targets.
BAA-FEATURE-OFF when entering a target	Switch on Quotas and targets.
BAA-QUOTA-MEMBER-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	Choose a Team Quota with the Team grain.
BAACOMM-PUB-CALC-TARGET-001	A percent-of-quota feature needs a positive target on the calculation period row. Check for a retired target.

For the Role Center entry points of these pages, see Commission reports.

What's next

Pay a fixed amount for reaching a goal or selling a promoted product: Bonuses and SPIFFs.