Explore Sales Compensation

Before you create a compensation plan, you may want to review the sellers in your company. To do this, you can explore the master data table in Master Data Sellers (from the top-right icons) where all the salespeople have been uploaded and the system will display a list of all the current sales reps. Extra information in sales people can be organised in additional Extension tables.

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Here you can see all the information about the seller as well as the user account ID and who they report to. After you are familiar with the Sellers you can move to the SC capability in the drop-down menu on your left. Simply click on the 9 dots and this will open. Select SC Compensation types at this moment we have 3 types: individual, group and SPIFF.

• Individual: dedicated to one seller

• Group: allows to group the sellers

• SPIFF: allows you to select a group of sellers from different teams (for example, three seller reporting to three different leaders)

Explore Extension Tables

To navigate the Extension tables, simply click on Seller Extensions (1). This will display the seller extensive information where you can select the Seller Quota (2) option from the drop down menu. In this table you can store quota values for each seller (3). You can also override these values in the compensation plan based on specific business requirements.

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Compensation plans are created on defined compensation types. These will have already been defined, so as a user, you do not need to concern yourself with them at this moment.

Create a Compensation Plan

To create a new compensation plan, go to Sales Compensation Compensation Plans New compensation plan.

This will display a list of all the sales people, including the new hires.

To create a new compensation plan, select the New Compensation Plan icon on the top-right corner and select the Individual Compensation option. Before starting to customize your plan, make sure you give it a relevant name as you will need to be able to find it in the data tables later on.

Once you have done this, a panel consisting of the New Compensation Plan will appear. To edit or rename, click on the pencil icon. Be sure to click OK to save your new name.

To configure your compensation plan you must:

• define seller and seller group

• define effective dates (this is the time period that the plan applies to)

• select a customer or product if needed

• define the forecast method

• define the Sales Goal Increase percentage

Input Parameters

You will notice that the new Seller name is visible in the Input Parameters along with any hierarchical information (if applicable). To assign a customer to this particular seller for this given plan, click on Customer Browser and assign by simply clicking the corresponding choice.

For Customers, you can use filters or select the checkboxes as needed. Once you have completed these, click on Confirm Selection to set up.

The currency is automatically added based on the location of the selected Seller. Additional filters can be added for this plan using the Set Filter icon. Sales incentives are calculated based on a Forecasting Method; you can select it from the dropdown and provide a Sales Goal Increase percent value. You can add any brief notes in the Description area.

Calculations

In the same screen, on the right side you will see the Calculation Details. These will be visible once the calculation has been performed. In the forecast section you can explore the previous values against forecast ones. This is calculated based on the inputs we fed in the Header tab before. Please note that True-up reflect the difference between the compensation forecast and current compensation. You can easily see this comparison in a bar chart if you click on Show.