barcode font excel 2003 free Measures and Weights Quota Distribution Performance Expectations in Software

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Measures and Weights Quota Distribution Performance Expectations
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Threshold: Target Performance: Excellence Performance: Total Pay Opportunity Components Threshold: $45,000 (Base Salary) Target Incentive: $15,000 Excellence: $30,000 (Outstanding Pay) Pay Components by Performance Measure Sales Volume Result Pay 0 0 $750,000 $15,000 $1,500,000 $21,000
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Revenue $0 $750,000 $1,500,000
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Threshold: Target: Excellence:
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Gross Margin Result Multiple 23% ($4,500)* 26% $0 31% $9,000
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*$4,500 is potential monies at risk for performing between 23% and 26% gross margin Amount to be deducted from sales volume commission dollars
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Figure 6-18 Worksheet #2 Commission program with a multiplier and base salary
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9 Calculate Formula
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Six
Sales Volume Commission Rates 1st Commission Rate
$15,000 x 100 = 20% $750,000
2nd Commission Rate
$21,000 $15,000 x 100 = 36% $1,000,000 $750 ,000
thus,
$9,000 x 100 = 36% $250,000
Multiplier To calculate the multiplier, determine the percent available for each percent of gross margin achieved: The take-away multiplier for below-target performance:
($4,500)/$15,000 = (10) 26 23
The additive multiplier rate for each percent of gross margin performance for above-target performance:
$9,000/$21,000 = 086 31 26
The schedule for the multiplier is as follows: Gross Margin 23% 24% 25% 26 % 27% 28% 29% 30% 31% Multiplier of Commission Dollars 70% 80% 90% 100% 1086% 1172% 1258% 1344% 1430%
Rate (10%) (10%) (10%) 0% 0086 0086 0086 0086 0086
Figure 6-18 (Continued)
TLFeBOOK
Formula Construction
10 Publish Formula Base Salary Range: Minimum $36,0000
Midpoint $45,000
Maximum $54,0000
Sales Volume Commission Formula Sales Volume Production 0 $750,000 $750,001 $1,000,000 Over $1,000,000 Commission Rate 0% 20% 36%
Gross Margin Multiplier (Percent of Commission Dollars) Gross Margin 23% 24% 25% 26 % 27% 28% 29% 30% 31% Multiplier 70% 80% 90% 100% 1086% 1172% 1258% 1344% 1430%
Figure 6-18 (Continued)
TLFeBOOK
Six
Worksheet 3: Bonus Formula with Steps
Worksheet 3 (see Figure 6-19) shows how to calculate a bonus formula with steps, a base salary, and a performance threshold
Steps 1 2 3 4 Total Target Compensation Pay Mix Leverage Pay Opportunities
Formula Parameters $100,000 75/25 3x Base Salary Range Minimum: Midpoint: Maximum: Target Base Salary: Target Incentive: Outstanding Pay: Sales Volume: Meet/Exceed Target: Below Target: Performance Range $60,000 ($75,000 x 8 = $60,000) $75,000 ($100,000 x 75 = $75,000) $90,000 ($75,000 x 12 = $90,000) $75,000 ($100,000 x 75 = $75,000) $25,000 ($100,000 x 25 = $25,000) 150,000 ($25,000 x 3 + $75,000 = $150,000) 100% 60% 70% 30% 40% Percent to Goal Revenue 50% 100% 130%
5 6 7
Measures and Weights Quota Distribution Performance Expectations
Threshold: Target Performance: Excellence Performance: 8 Assign Pay Opportunities to Performance Expectations Total Pay Opportunity
Cumulative Components Threshold: $75,000 (base salary) $75,000 Target Incentive: $25,000 $100,000 Excellence: $50,000 (outstanding Pay) $150,000 Pay Compensation By Performance Measure Sales Volume Result* Pay Minimum: 60% $5,000 Target: 100% $25,000 Outstanding: 130% $50,000 *Sales results are expressed as a percent of quota performance
Figure 6-19 Worksheet #3: Bonus Formula with Steps
TLFeBOOK
Formula Construction
9 Calculate Formula Bonus Formula Payout Steps Calculate payout in four steps of 10% increments Express payout as a percent of target incentive ($25,000)
To calculate the bonus formula steps, determine the value of each step for below-quota performance and then for above-quota performance Below-quota performance: Calculate the steps for below target performance: ($25,000)/$25,000 = 20 (100 50)/10 Above-quota performance: Calculate the steps for above target performance $50,000/$25,000 = 50 (140 100)/10 The schedule for the steps is as follows: Percent Percent of Quota Rate Target Incentive 50% 0 0% 60% 20 20% 70% 20 40% 80% 20 60% 90% 20 80% 100% 20 1000% 110% 50 1500% 120% 50 2000% 130% 50 2500% 140% 50 3000%
Publish Formula
Base Salary Range Minimum $60,0000 Midpoint $75,000 Maximum $90,0000
Bonus Steps Paid as a percent of target incentive Percent to Quota 50% 60% 70% 80% 90% 100% 110% 120% 130% 140% Percent of Target Incentive 0% 20% 40% 60% 80% 1000% 1500% 2000% 2500% 3000%
Figure 6-19 (Continued)
TLFeBOOK
Six
Worksheet 4: Bonus Formula Rate
This bonus formula rate (see Figures 6-20 and 6-21) provides payouts for each percent of quota performanceThe plan has a base salary and a performance threshold Bonus rate is expressed as a percent of salary range midpoint Use bonus formula rate when performance range is narrow and each percent of quota is significant As a bonus formula, dissimilar-sized territories are made equal for compensation purposes by tying payouts to percent of quota performance, regardless of actual quota volume
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