Installed Margin will be weighted differently throughout the contest and will be referred to as Whistler Margin.

Whistler Margin only counts for Whistler contest production rankings.

Installed Margin will continue to be the measurement for sales benchmarks such as WIN, All-Star, etc.

*All Heartland Incentive Trip awards require an acceptable level of New Margin Health (NMH). NMH is measured in the first twelve months of margin. Optimal NMH is between 95% – 105%
**Must be employed and in good standing with Heartland to be eligible to attend
***As always, margin credit is capped at $50k per deal

• Top 40 RMs by Whistler Margin
• Top 13 SPAs by Whistler Margin
• Top 4 Online Payments RMs by Whistler Margin

*Acceptable RM/SPA WIN% over the contest period is required
**Heartland Incentive trip Winners are required to have an acceptable level of New Margin Health. NMH is measured on the first twelve months of margin. Optimal NMH is between 95% – 105%.
***Must be employed and in good standing with Heartland at the time of the trip to be eligible to attend.

Top 5 csRMs by Whistler Margin

*Acceptable Cross-Sell WIN% over the contest period is required
**Heartland Incentive trip Winners are required to have an acceptable level of New Margin Health. NMH is measured in the first twelve months of margin. Optimal NMH is between 95% – 105%
***Must be employed and in good standing with Heartland at the time of the trip to be eligible to attend.

Top 5 FI-RMs by Whistler Margin

*Acceptable FI RM WIN% over the contest period is required
**Heartland Incentive trip Winners are required to have an acceptable level of New Margin Health. NMH is measured on the first twelve months of margin. Optimal NMH is between 95% – 105%
***Must be employed and in good standing with Heartland at the time of the trip to be eligible to attend.

Top 13 TMs by Whistler margin
Top 5 PTMs by Whistler margin
Top 1 OP-TMs by Whistler margin
Top 1 FI-TMs by Whistler margin

• Top-producing Territories; includes personal Whistler margin
• Average of three eligible direct reports per month
• 75% Team WINs required over the contest period

**Heartland Incentive trip Winners are required to have an acceptable level of New Margin Health. NMH is measured on the first twelve months of margin. Optimal NMH is between 95% – 105%
***Must be employed and in good standing with Heartland at the time of the trip to be eligible to attend.

Top 8 DMs
Top 2 PDMs
Top 1 Alt’D DM

All DMs regardless of their Diamond category will be ranked on three criteria. The Top DMs in their channel will be winners:

1. New Heartlanders: New Eligible Headcount Increases (from hiring only)
2. New WINs: WINs from New Hires, Rookies, and Rookie Rehire
3. New Margin: Margin from New Hires, Rookies, and Rookie Rehire

• Each category will be individually ranked and a score assigned, the same logic applies to all three criteria. DMs with the best score win.
• Ties will be determined by the DM who has the highest new hire, rookie & rookie rehire installed margin over the twelve-month contest. 
• Points will be earned each month and totaled for the 12-month contest. 
• The three contest criteria will only apply to sales professionals continued on or after May 1, 2020, and through the duration of the contest.

**Heartland Incentive trip Winners are required to have an acceptable level of New Margin Health. NMH is measured on the first twelve months of margin. Optimal NMH is between 95% – 105%
**Division Managers are required to maintain an overall acceptable TEAM Win percentage throughout the contest period
**Must be employed and in good standing with Heartland at the time of the trip to be eligible to attend.

Top 10 Vice Presidents of Sales

The Top 10 Sales VPs will compete for spots based on the roll-up of their DMs results on three criteria:

1. New Heartlanders: New Eligible Headcount Increases (from hiring only)
2. New WINs: WINs from New Hires, Rookies, and Rookie Rehire
3. New Margin: Margin from New Hires, Rookies, and Rookie Rehire

Two VP Wildcard Spots

VP Wild Card Qualifiers: Two additional VP winning spots are available when all three growth criteria are achieved over the contest period:

1. WIN%: Overall team Win percentage of 55% or greater
2. Margin: 25% or greater of overall installed margin comes from new hire, rookie and rookie rehire margin
3. Growth: Increase eligible count by 40% or greater

*Vice Presidents are required to have an acceptable level of New Margin Health.  Optimal NMH is between 95%- 105%.
**Vice Presidents are required to maintain an overall acceptable TEAM Win percentage throughout the contest period.
***Winners must be employed and in good standing with Heartland at the time of the trip to be eligible to attend.

Top Enterprise Sales Performer by Installed Whistler Margin

• 2021 Whistler Multipliers
  • May & June 2020 – 2.5X Actual Margin
  • Q3 2020- 2X Actual Margin
  • Q4 2020- 1.75X Actual Margin
  • Q1 2021- 1.5X Actual Margin
  • April 2021- 1X Actual Margin

• Additional Requirements:
  • Follow Green Sheet and Blue Sheet Criteria as outlined in Enterprise Expectations
  • Maintain weekly updated Salesforce instance
  • Participate in the referral of Payroll, Lending, EComm and/or other SME opportunities
  • Must have 9 out of 12 months with minimum $5K in tote margin

Top 8 Dealers by Whistler Margin

• Whistler Margin will be the sum of both POS Diamond Margin and Referral Margin

This three-month Whistler “Refer to Win” Kicker is designed to give Heartland Sales professionals the opportunity to earn Whistler margin based on the success of the candidates that they Refer to Win in the next three months.

It’s simple – each sales professional that refers a candidate for a sales role that is hired into the Heartland sales organization will receive dollar for dollar Whistler margin credit. For every dollar of margin your successful recruit generates you will receive a dollar of Whistler Margin for the entire duration of the 2021 Sales Incentive Trip Contest. The more successful candidates you refer, the more Whistler Margin you can generate.

By helping a fellow sales professional land a career at Heartland you are also helping yourself earn a trip to Whistler in 2021.

Whistler Refer to Win Kicker Details:

• Whistler ‘Refer to Win’ Kicker incentive will run from May 1 – July 31, 2020.  Any Refer to Win candidate that is referred and becomes eligible May 1 – July 31 will be eligible to participate.
• All R2W candidates must be submitted through the Refer to Win portal at heartland.us/refertowin. There are no exceptions to this policy. If the candidate is not submitted through the Refer to Win portal prior to onboarding, they will not be eligible to participate.
• There is no limit to the number of candidates you can refer and no limit to the amount of credit you can receive by referring successful candidates.
• Territory Managers – As part of this Whistler Kicker, you will also receive the standard Refer to Win margin compensation when you recruit inside your own division and/or your own team. This exception only applies to candidates referred within the three month contest period.