2022 Sales Plan Year Rewards and Recognition Eligibility
This document specifies the qualifications and related terms and conditions for: President’s Club, Summit, and Top 10................................................. 4 President’s Club Qualifications for Sales Support Roles............. 6 Of-they-Year Winners ................................................................................8 Field Sales Rookie of the Year..............................................................8 Field Sales Consultant of the Year......................................................8 Sales Director of the Year......................................................................8 Broker Account Manager of the Year.................................................8 Strategic Partner Manager of the Year.............................................8 MDR of the Year........................................................................................ 9 PSE of the Year.......................................................................................... 9 Sales Associate of the Year................................................................... 9 SDR of the Year......................................................................................... 9 SDR Leader of the Year.......................................................................... 9 Sales Enablement Team Member of the Year................................. 9 Sales Operations Team Member of the Year.................................. 9 Friends of Sales Honorees....................................................................... 9 Other Terms and Conditions................................................................... 11
NOTE: ALL SECTIONS ARE SUBJECT TO THE OTHER TERMS AND CONDITIONS AT THE END OF THIS DOCUMENT (P.11).
President’s Club, Summit, and Top Ten Awards Qualifications for TriNet’s President’s Club, Summit, and Top Ten Awards for the 2022 sales plan year, the company’s annual awards for TriNet’s top Sales achievers, are as detailed in the following tables. President’s Club winners will receive a paid trip to an exceptional resort destination selected by TriNet, and each winner will enjoy complimentary airfare and lodging for themselves and one guest. Summit and Top Ten winners will be eligible for additional program enhancements as determined by TriNet.
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Qualifications for President’s Club, Summit & Top Ten for Field Sales JOB LEVEL
QUOTA-CARRYING INDIVIDUAL CONTRIBUTORS
Eligible Role Titles
Sales Consultant, Sr. Sales Consultant Broker Sales Consultant
Club Qualifications
1. Have a minimum ACV attainment of $100,000 through January 31, 2023 — AND — 2. ACV attainment ≥100% ACV quota through January 31, 2023
1. Achieve Club minimums (above)
Summit Qualifications
Top Ten Qualifications
— AND — 2. ACV attainment ≥175% ACV quota through January 31, 2023 The top ten Field Sales Consultants and the one Top Broker Sales Consultant who meet Club Summit qualifications and obtain the highest ACV through January 31, 2023, in their direct contributor role. Once the top ten have been formally announced, the winners are final; no subsequent adjustments to ACV will matter.
QUOTA CARRYING PEOPLE MANAGERS
Director of Sales Industry Director of Sales
EXECUTIVE DIRECTORS
Executive Director of Sales Industry Executive Director of Sales
1. Have a minimum ACV attainment of $700,000 through January 31, 2023 — AND — 2. ACV attainment ≥100% ACV personal quota through January 31, 2023
MBO personal attainment ≥100% of MBO plan through January 31, 2023
— AND — 3. Minimum of three* completed months in the role, if new to TriNet 1. Achieve Club minimums (above) — AND — 2. ACV attainment ≥175% ACV personal quota through January 31, 2023
N/A
1. Achieve Club minimums (above) — AND — 2. MBO personal attainment ≥175% MBO plan through January 31, 2023
N/A
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President’s Club Qualifications for Sales Support Roles Broker Account Manager
Achieves 100% of the MBO criteria as follows: Minimum of six completed months in the role RFP to Close Ratio
Up to Top five SDRs based on: Minimum of nine completed months in the role Achieve at least 100% of both FMC & RFP Quota for the sales plan year
Sales Development
Achieve top combined percent of Quota based on two weighted items:
FMC—75% Weight RFP*—25% Weight
Tiebreaker is first to both FMC and RFP as above Quota, if applicable *Based on primary proposal created date
Number of RFPs generated by Quarter Tiebreaker is first to MBO, if applicable
Up to Top three SDR Leaders based on: Achieve 100%+ of personal Quota as defined quarterly and tracked in Xactly Achieve top combined percent of Quota based on two weighted items: FMC—75% Weight RFP*—25% Weight *Based on primary proposal created date
Tiebreaker is highest % of their team to Quota. If still a tie, first to Quota. Sr SDR Managers (East & West) who achieve 100% of both FMC and RFP quota regional roll-up numbers (are at or above 100% to plan). SDR Director—Achieve 100% of both FMC and RFP quota for year ending Jan. 31, 2023.
The Marketing Development Rep of the Year will be chosen based on the following achievements:
Marketing Development
Minimum of nine completed months in the role Achieve at least 100% of Quota for the plan year If two MDRs hit 100% plan the same month, the tiebreaker will be the highest percent to plan at the end of the plan year.
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The Pre-Sales Engineer of the Year will be chosen based on the criteria/weight below: Minimum of nine completed months in the role
Pre-Sales Engineer
The rank for the conversion percent over Quota
60% weight
The rank for the number of demos completed
40% weight Sr. PSE: 33% adjustment
The Sales Associate of the Year will be chosen based on the criteria/weight below:
Sales Associate
Minimum of nine completed months in the role The rank for the Lowest % of incomplete RFPs 70% weight The rank for the number of completed RFPs 30% weight Achieves 100% of the MBO criteria as follows
Strategic Partner Manager
Minimum of six completed months in role 100% achievement against defined quarterly MBOs Tiebreaker is first to MBO, if applicable
Sales Enablement
Up to one Club level attendee slot, nominated by leaders, VP, Enablement makes the decision.
Sales Operations
Up to one Club level attendee slot, nominated by leaders, VP, Operations makes the decision.
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Award Criteria For ‘Of The Year’ Winners Qualifications for TriNet’s President’s Club of The Year Awards for the 2022 sales plan year the company’s annual awards for TriNet’s top Sales achievers, are as detailed below. These winners must meet minimum qualifications to achieve the President’s Club award, except in cases where there is a department award via nomination or Friends of Sales. These award winners will be recognized during the Club trip.
Field Sales Rookie of the Year The Field Sales Rookie of the Year award recognizes the individual who, for the 2022 sales plan year, as a rookie quota-carrying Field Sales Consultant in an individual contributor role achieves the highest ACV (in dollars) amongst the Field Sales rookies as of 1/31/2023. Rookies, for this purpose, are those who were hired or transferred to a quota carrying individual contributor Field Sales role on or after 11/1/2021.
Field Sales Consultant of the Year The Field Sales Consultant of the Year award recognizes the individual who, for the 2022 sales plan year, as a Field Sales Consultant in an individual contributor role achieves the highest ACV (in dollars) amongst the Field Sales Consultants through 1/31/2023.
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Sales Director of the Year The Sales Director of the Year award recognizes, for the 2022 sales plan year, the Director with the highest percentage to plan, above 100%, through 1/31/2023.
Broker Account Manager of the Year The Broker Account Manager of the Year award recognizes the individual who, for the 2022 sales plan year, achieves the highest percentage above 100% against the MBO criteria listed above amongst the Broker Account Managers through 1/31/2023.
Strategic Partner Manager of the Year The Strategic Partner Manager of the Year award recognizes the individual who, for the 2022 sales plan year, achieves the highest percentage above 100% against the MBO criteria listed above amongst the Strategic Partner Managers through 1/31/2023.
Marketing Development Rep of the Year The Marketing Development Rep of the Year recognizes the MDR individual who, based on achievement against goals listed above, is the highest performer for the 2022 sales plan through 1/31/2023.
Pre-Sales Engineer of the Year The Pre-Sales Engineer of the Year recognizes the PSE individual who, based on achievement against goals listed above, is the highest performer for the 2022 sales plan through 1/31/2023.
Sales Associate of the Year The Sales Associate of the Year recognizes the Sales Associate individual who, based on achievement against goals listed above, is the highest performer for the 2022 sales plan through 1/31/2023.
Sales Development Rep of the Year The SDR of the Year recognizes the SDR individual who, based on achievement against goals listed above, with the highest performer for the 2022 sales plan year, through 1/31/2023.
Sales Development Leader of the Year The SDR Leader of the year recognizes, for the 2022 sales plan year, the top SDR Leader who, based on achievement against goals listed above, with the highest performer, through 1/31/2023.
Sales Enablement Team Member of the Year This individual exemplifies a true champion for the Sales organization, day in and day out, and is, therefore, a model for Sales Enablement. This award will be presented to one individual, nominated by members of Sales Leadership, and chosen by Sales Enablement VP.
Sales Operations Team Member of the Year This individual exemplifies a true champion for the Sales organization, day in and day out, and is, therefore, a model for Sales Operations. This award will be presented to one individual, nominated by members of Sales Leadership, and chosen by the Sales Operations VP.
Friends of Sales Honorees Friends of Sales Honorees will be chosen by the SVP based on activity during the 2022 sales plan year. The Friends of Sales Honorees will be from the TriNet team at large to be invited to Club as a Club status
attendee. These unique honorees go above and beyond day in and day out to support our Sales Team while exhibiting the TriNet Core Values.
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Other Terms and Conditions Change in Job Role during the Sales Plan Year
1. Employees that transfer from a non-eligible role into an eligible role during the year do not qualify unless they attain the applicable eligibility criteria described above for their new position. 2. Employees who transfer from an eligible role into a non-eligible role cease to be eligible to qualify for President’s Club, Summit at the time of their transfer, except as set forth below. Employees who transfer or are promoted from one eligible role into another eligible role during the year will be recognized based upon a combined attainment number that considers quota attainment in both roles. The combined attainment number is evaluated against the qualification criteria of the latest (current) eligible role. For example: A Sales Rep with an annual ACV quota of $300K (Q1 ACV quota = $147K) with Q1 ACV attainment of $200K who is promoted to a manager on 4/1 would receive credit for 136% quota attainment for 3 months (or 25% of the year). If the employee attained 90% of his or her Q2-Q4 Manager ACV quota he or she would receive the following blended score: a. Sales Reps Attainment: 200/147 = 136% X 3/12 = .34 b. Manager Attainment: 90% X 9/12 = .675 c. Combined Attainment: .34 + .675 =1.015 or 101.5% In cases where an employee’s President’s Club or Summit qualification has been fully achieved prior to promotion or transfer within TriNet sales organization, that employee will be considered to have fully earned the appropriate recognition prior to the job role change and will not be subject to the terms in clause 2 or 3 listed above.
General Terms & Conditions
1. “ACV” is defined in the TriNet 2022 Sales Compensation Plan. However, for the purposes of evaluating qualification for the awards as outlined in this document, the ACV through 01/31/2023 will be considered final. Any re-estimations of the ACV after 01/31/2023 will not impact the evaluation. And only ACV for clients that run the first payroll in 2022 and January 2023 is counted. 2. All results are based upon the final sales numbers and standings through01/31/2023. Results will be audited by the TriNet Commissions team and verified by Sales Operations. TriNet Sales Operations will communicate the final results on or around February 28, 2023. Any results or recognition released prior to the final determinations are preliminary, subject to the final audit, and non-binding. 3. All qualification standards are absolute, and there are no exceptions to these rules. Numbers and percentages must be fully attained without rounding to qualify for President’s Club, Summit, or Top Ten. 4. Only TriNet sales employees in good standing who are actively employed at the time of the trip are eligible to attend President’s Club, Summit, or Top Ten. 5. For sales employees on LOA and utilizing Quota Relief programs, the relieved Quota must be achieved to qualify for President’s Club, Summit, or Top Ten. 6. There are no individual cash substitutions or alternative dates for the trip awarded to President’s Club, Summit, or Top Ten. 7.Broker Segment is defined as salespersons assigned to work with broker partners. 8.“Guest” is defined as a spouse, significant other, or other adult family member or friend. To be clear, only one guest may attend President’s Club with any one TriNet attendee. Even where a TriNet attendee would be willing to bring additional guests without cost to TriNet, doing so will be prohibited and therefore will be grounds for disciplinary action up to and including termination of employment. 9. Where there are multiple criteria referenced for qualification, every criterion must be met for the employee to qualify. 10. Senior Vice President of Sales has final authority and approval on all attendees. Further, at their discretion, they reserve the right to cancel or modify all awards and the event, i.e., President’s Club. 11. The possible candidates eligible to be chosen as the Friends of Sales Honorees include all TriNet employees in good standing. People Managers in the above sections include but are not limited to the following titles: Director of Sales, Industry Director of Sales, Executive Director of Sales, Director of Business Development, and Executive Director of Broker Sales.
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