Oracle Sales CompensationConcepts and ProceduresRelease 11iApril 2000Part No. A83639-01
Oracle Sales Compensation Concepts and Procedures, Release 11iPart No. A83639-01Copyright 2000, Oracle Corporation. All rights reserved.The Programs (which include both the software and documentation) contain proprietary information ofOracle Corporation; they are provided under a license agreement containing restrictions on use anddisclosure and are also protected by copyright, patent, and other intellectual and industrial propertylaws. Reverse engineering, disassembly, or decompilation of the Programs is prohibited.The information contained in this document is subject to change without notice. If you find any problemsin the documentation, please report them to us in writing. Oracle Corporation does not warrant that thisdocument is error free. Except as may be expressly permitted in your license agreement for thesePrograms, no part of these Programs may be reproduced or transmitted in any form or by any means,electronic or mechanical, for any purpose, without the express written permission of Oracle Corporation.If the Programs are delivered to the U.S. Government or anyone licensing or using the programs onbehalf of the U.S. Government, the following notice is applicable:Restricted Rights Notice Programs delivered subject to the DOD FAR Supplement are "commercialcomputer software" and use, duplication, and disclosure of the Programs, including documentation,shall be subject to the licensing restrictions set forth in the applicable Oracle license agreement.Otherwise, Programs delivered subject to the Federal Acquisition Regulations are "restricted computersoftware" and use, duplication, and disclosure of the Programs shall be subject to the restrictions in FAR52.227-19, Commercial Computer Software - Restricted Rights (June, 1987). Oracle Corporation, 500Oracle Parkway, Redwood City, CA 94065.The Programs are not intended for use in any nuclear, aviation, mass transit, medical, or other inherentlydangerous applications. It shall be the licensee's responsibility to take all appropriate fail-safe, backup,redundancy, and other measures to ensure the safe use of such applications if the Programs are used forsuch purposes, and Oracle Corporation disclaims liability for any damages caused by such use of thePrograms.Oracle is a registered trademark, and Oracle Sales Compensation is a trademark of Oracle Corporation.Other names may be trademarks of their respective owners.
ContentsSend Us Your Comments . viiPreface. ixIntended Audience. ixStructure . ixConventions . xUnderstanding Oracle Sales CompensationOverview of Oracle Sales Compensation .Navigation .Oracle Sales Compensation Flow Diagram .How Oracle Sales Compensation Relates to CRM .Compensate in Multiple Currencies.Understanding Compensation Plans.What Is a Compensation Plan? .Purpose of Compensation Plans .Number of Compensation Plans.How Transactions are Compensated .Revenue Classes .Hierarchy Terminology .What Are Classification Rules? .How the Classification Rules Hierarchy Works .The Rules Hierarchy .The Rules Test.12344556678910111111iii
A Rollup Condition.Multiple-Condition Rules .Changes.How Compensation Groups Work .Why Use Compensation Groups .Sales Credit Rollup and Roll Across.Credit Chain Definition .How Data Collection Works .Types of Data You Can Collect .Available Mapping Methods .How to Collect the Data .How to Collect Transactions from an External Source .Calculation.Phases of Calculation .Calculation Process .What is Posting? .12121313131414141516171721222323Implementing Oracle Sales CompensationImplementing Oracle Sales Compensation. 25Mapping Transactions . 29Using Tables . 30Using Oracle Sales CompensationCreating Revenue Classes and Hierarchies .Creating Classification Rules .Building Compensation Plans .Defining Calculation Values .Defining Performance Measures .Defining Rate Tables .Creating Formulas .Defining Plan Elements .Defining Compensation Plans .Defining Salespeople.Defining Sales Roles .Defining Compensation Groups .iv313336373839434649505152
Defining Pay Groups .Defining Payment Plans .Administering Salespeople .Customizing Compensation Plans.Collecting Transactions .Adjusting Transactions.Calculating Compensation.Submitting for Payment .Monitoring Performance .545556575961626465v
Send Us Your CommentsOracle Sales Compensation Concepts and Procedures, Release 11iPart No. A83639-01Oracle Corporation welcomes your comments and suggestions on the quality and usefulness of thisdocument. Your input is an important part of the information used for revision. Did you find any errors?Is the information clearly presented?Do you need more information? If so, where?Are the examples correct? Do you need more examples?What features did you like most?If you find any errors or have any other suggestions for improvement, please indicate the documenttitle and part number, and the chapter, section, and page number (if available). You can send comments to us via the postal service.Oracle CorporationCRM Content Development Manager500 Oracle ParkwayRedwood Shores, CA 94065U.S.A.If you would like a reply, please give your name, address, telephone number, and (optionally) electronic mail ----------If you have problems with the software, please contact your local Oracle Support Services.vii
PrefaceWelcome to the Oracle Customer Relationship Management, Release 11i, suite ofapplications.This Concepts and Procedures provides information and instructions to help youwork effectively with Oracle Sales Compensation.This preface explains how Concepts and Procedures is organized and introducesother sources of information that can help you.Intended AudienceThis guide is aimed at the following users: Sales Administrators Sales Managers System Administrators (SA), Database Administrators (DBA), and others withsimilar responsibility.StructureThis manual contains the following chapters:“Understanding Oracle Sales Compensation provides overviews of the applicationand its components, explanations of key concepts, features, and functions, as well asthe application’s relationships to other Oracle or third-party applications.“Using Oracle Sales Compensation” provides process-oriented, task-basedprocedures for using the application to perform essential business tasks.ix
“Implementing Oracle Sales Compensation” provides general descriptions of thesetup and configuration tasks required to implement the application successfully.ConventionsThe following conventions are also used in this manual:ConventionxMeaning.Vertical ellipsis points in an example mean that information notdirectly related to the example has been omitted.Horizontal ellipsis points in statements or commands mean thatparts of the statement or command not directly related to theexample have been omittedboldface textBoldface type in text indicates a term defined in the text, the glossary,or in both locations. Angle brackets enclose user-supplied names.Brackets enclose optional clauses from which you can choose one ornone.
Understanding Oracle Sales CompensationThis topic group provides overviews of the application and its components,explanations of key concepts, features, and functions, as well as the application’srelationships to other Oracle or third-party applications.Overview of Oracle Sales CompensationYou can automate the complex task of calculating compensation and customizecompensation to suit the unique operations of your organization’s sales force.Because sales tasks vary highly from one company to another, a compensationsystem that produces windfall sales for one company might not suit another. OracleSales Compensation calculates and pays compensation based on functions thatprecisely mirror the operations of your sales organization. For example, you can: Define the structure of a compensation transaction, or the set of informationyour sales organization needs to calculate sales compensation.You specify the data you need, and Oracle Sales Compensation then collects thisdata for you from the data sources you specify. Categorize your business revenue into revenue classes that specify the types ofrevenue warrant compensation in your organization.Oracle Sales Compensation assigns a revenue class to a compensationtransaction using a set of classification conditions you define for each class. Youcan pay a salesperson for certain revenue classes but not for others becauseOracle Sales Compensation only awards credit based on the revenue classes youassign to a salesperson’s compensation plan. Define an unlimited number of compensation plans and assign them toindividuals or groups of salespeople.Understanding Oracle Sales Compensation1
NavigationYou can compensate many different kinds of salespeople by mixing andmatching compensation terms when you build each plan. Define how your organization tracks and pays incentive compensation. Specify how your organization typically makes adjustments.After you define precisely how your sales force operates, you generate your owncustomized version of the system from which to pay sales compensation. You canrespond to changing sales strategies by making changes in your setup andregenerating the system.NavigationThe navigator displays: Icon that represents each functional area Drop-down list of views relating to each functional area Hierarchical list of functions that relates to the selected view Nodes in each hierarchy representing each related record in the databaseChoose the functional area and choose a view. Double-click a node to expand thehierarchy. Double-click a data node to open the functional window and display theselected record.Right-click a node to perform any of the following actions: Add a new item below the selected node Open the selected functional window Conduct a search Copy the selected node Refresh the list2 Oracle Sales Compensation Concepts and Procedures
Oracle Sales Compensation Flow DiagramOracle Sales Compensation Flow DiagramThe following diagram shows the relationship between components within OracleSales Compensation.Oracle Sales Compensation Flow DiagramUnderstanding Oracle Sales Compensation3
How Oracle Sales Compensation Relates to CRMHow Oracle Sales Compensation Relates to CRMOracle Sales Compensation exchanges information with other products withinCustomer Relationship Management.Oracle Receivables and Oracle Order Capture provide sales transaction informationthat forms the basis for calculating sales compensation.Resource Management provides employee information for salespeople.Oracle Sales Online and Oracle Field Sales for Mobile Devices provide sales pipelineand forecast information to Oracle Sales Compensation. Oracle Sales Compensationthen calculates current compensation and forecasted compensation and sends thatinformation back to the sales products so that a salesperson can track prospectivecompensation based on current sales activities.Compensation information is made available to Oracle Sales Intelligence.Compensate in Multiple CurrenciesYou can pay sales compensation in different currencies, with credit paid and rolledup in the currency of choice. With the choice of multiple currencies, you can: Make incentive payments in multiple currencies Allow for rollups across currenciesFor example, you may have a transaction for a sale in England that rolls up to asales manager in France. The manager can be paid in francs and the salespersoncan be paid in British pounds. Associate a currency for each salespersonThe currency you associate with each salesperson is the salesrep currency, andall transactions credited to that salesperson will be in that currency for paymentand reporting. Use a functional currencyThe functional currency is the currency that is used by the parent company, andis defined for the General Ledger set of books. The functional currency is usedfor calculation. Incorporate the reporting currencies for subsidiariesFor example, the French subsidiary of a corporation can choose to have all therevenue coming into their division in francs for reporting and bonuscalculations. You can run reports in any currency.4 Oracle Sales Compensation Concepts and Procedures
Understanding Compensation Plans Handle currency conversions at the transaction levelEach transaction can have up to two currencies: transaction currency, which isthe original currency in which the transaction occurred, and the functionalcurrency. Run reports in any currencyCommission statements and reports can include the transaction currency, thesales representative’s currency, and the parent company’s functional currency. Enter transaction and payment information in multiple currenciesYou can enter manual transactions in any currency defined in Oracle GeneralLedger. View salespeople’s account balances in functional or salesrep currencyUnderstanding Compensation PlansThe following information explains how you can use compensation plans tocorrectly compensate and provide incentives for your salespeople:What Is a Compensation Plan?Purpose of Compensation PlansNumber of Compensation PlansWhat Is a Compensation Plan?You define the conditions that control sales compensation in a compensation plan.Comparable to an on-line version of a sales representative agreement, acompensation plan captures your organization’s unique practices for payingcompensation, with individual rules that determine the recipient, amount, andtiming of a compensation payment.You have complete flexibility to create sales compensation plans that you cancustomize for your company’s unique sales situations. You can: Create as many compensation plans as you need Customize existing plans for individual sales representatives or situationsUnderstanding Oracle Sales Compensation5
Understanding Compensation Plans Build compensation plans using rate tables, formulas, and other building blocksfrom existing compensation plansControl the effectivity of all aspects of the compensation plan using precise startand end datesPurpose of Compensation PlansA compensation plan is a set of elements governing the compensation payments toa salesperson. Using compensation plans, you can: Pay commissions, bonuses, and non-monetary compensationProvide incentives to salespeople to achieve specific and measurable salesgoals, including yearly and periodic sales targets, as well as sales targets forindividual sales categoriesVary compensation rates based on user defined measures, such as quotaachievement, gross sales, and unit sales Vary quotas or compensation rates based on sales categories Stage compensation payment over the life of a sale Specify compensation accelerators for sales promotions Specify payment minimums and maximums that are recoverable ornon-recoverable Specify goals to track achievement for recognition programs Customize plans for individual salespeople Specify plan changes to occur on specific dates Manage complex compensation relationships through sales roles andhierarchiesNumber of Compensation PlansA compensation plan generally relates to a sales role within your organization.Different roles require different pay components, and therefore differentcompensation plans.In a sales organization that has highly varied tasks, much overhead is required tocreate a different compensation plan for every salesperson. To avoid overhead costsassociated with maintaining a large number of plans, you can create a set ofcompensation plans that target general compensation needs for most of your sales6 Oracle Sales Compensation Concepts and Procedures
How Transactions are Compensatedforce, then adjust individual quotas, goals, accelerators, and compensation rateswhen you assign the plan to a salesperson.As you build a variety of plans for your sales force, remember that you can assign arate table to more than one plan element, and you can assign a plan element to morethan one compensation plan. Assigning the same object twice can save you work.How Transactions are CompensatedYou choose the source transactions, the orders, invoices, or customer payments onwhich to base your compensation payments. For each revenue class assigned to aplan element, you need to specify how much compensation you want to award foreach type of transaction you collect. Each sale corresponds to one or moretransactions, depending on when during the life of the sale your organization payscompensation.For each revenue class, you define transaction factors or multipliers for each type oftransaction relevant to that class. Transaction factors help you stage sales credit(sales amount accredited to a salesperson) over the life of a sale, assigningpercentages of the transaction amount to the events that are important to your salesorganization.When calculating the compensation payment, the sales credit is multiplied by thetransaction factor you defined for that transaction type, resulting in net sales creditfor the compensation transaction.Transaction types include: Order Booked: The order is processed when it is booked and its status changesto booked.Invoice: The invoice is processed when posted in Oracle General Ledger. Once itis posted, no changes can be made to the invoice.Payment: Payment is received in Oracle Receivables.Take Back: When the invoice due date grace period is exceeded, the amount ofcompensation credited for this sale is taken back.Credit and Debit Memo: An invoice is fully or partially reversed and posted inOracle General Ledger.Give Back: A payment is received for a take back.Understanding Oracle Sales Compensation7
Revenue Classes Manual Adjustment: An adjustment is made.Write Off: A sale is written off the books for a variety of reasons when posted inOracle General Ledger.For all crediting transactions, such as take backs, the application creates a newtransaction for a negative amount of the sales credit.When you choose a particular transaction factor, you’re specifying that you want topay compensation based on the state of the compensation system at the time thattransaction occurred. For example, if Global Computers chooses to pay hardware50% on order and 50% on invoice, one compensation payment is made based on theplan elements on the date of the order and the remaining payment is made based onplan elements on the date the invoice is posted.Revenue ClassesA revenue class is a user-defined category of sales for which your organizationawards compensation. Many organizations award compensation based on the typesof products and services they sell. In that case, the products and services aregrouped into revenue classes and arranged into hierarchies with broader categoriesat the top, or root, of the hierarchy.When matching the revenue class on a compensation transaction, such as a salesorder, to a revenue class on a salesperson’s compensation plan, the class of thetransaction is rolled up in the revenue class hierarchy to determine matches to anyrevenue class on the plan.All revenue classes on the same plan element share the same quota andcompensation rate table. If revenue classes in a compensation plan have differentquotas or are paid according to different rate tables, you must create a plan elementfor each revenue class that has a different quota or compensation rate.Example of a Sales Compensation Calculation for Revenue ClassSale for class A is invoiced sales credit ofx transaction factor of 50% net sales credit ofx quota uplift of 300% quota credit ofQuota credit of 1,500 earns a compensation rate of(Quota credit of 500 would earn a rate of 2%)8 Oracle Sales Compensation Concepts and Procedures1,0005001,5005%
Hierarchy TerminologyExample of a Sales Compensation Calculation for Revenue ClassNet sales credit (500) x 50% payment uplift compensation credit ofCompensation credit (250) x compensation rate (5%) compensation payment of25012.50Hierarchy TerminologyWhile the functions of hierarchies differ, the concepts and terminology we use arethe same for all hierarchies.The term dimension refers to a named and defined type of hierarchy. You can createas many hierarchies as you need for each dimension. However, only onedimension/hierarchy can be effective at any given time.The following terms are illustrated in Diagram of a Simple Hierarchy: Root: Box 1 is the root of the whole hierarchy. Node: Every box is a node. Parent: The higher level of a connected node. Box 1 is the parent of box 2, box 2is the parent of boxes 4 and 5, and so on.Child: The lower level of a connected node. Box 2 is the child of box 1, boxes 4and 5 are children of box 2, and so on.Sibling: Two children of the same parent. Boxes 4 and 5 are siblings.Descendant: All nodes connected to the current node that are on any levelbelow that node are its descendants. Boxes 6, 7, 8, 9, and 10 are descendants ofbox 3.Ancestor: All nodes connected to the current node that are on any level abovethat node are its ancestors. Boxes 1, 3, and 6 are ancestors of box 9.Understanding Oracle Sales Compensation9
What Are Classification Rules?Diagram of a Simple HierarchyWhat Are Classification Rules?Classification rules are sets of user-defined rules to determine the revenue class ofeach transaction. A revenue class is a user-defined category of sales for which theorganization awards compensation.Each rule contains one or more conditions. These conditions specify thecharacteristics a transaction must have to classify into a given revenue class. Eachrule is associated with a revenue class. During commission calculation the revenueclass is assigned to a transaction when it passes all conditions in the rule. Thetransaction attribute value expresses each condition.For example, Global Computers awards compensation based on the type ofproducts or services sold, thus defining a transaction attribute for product code.This transaction attribute is represented in the compensation transaction tables asthe column PROD TYPE. To determine whether to award consulting revenue,Global checks whether the product code is CON. Global creates a rule to check forthis type of revenue. The rule has one condition: PROD TYPE CON.10Oracle Sales Compensation Concepts and Procedures
How the Classification Rules Hierarchy WorksBecause the application classifies a transaction by checking values of specifictransaction attributes, be sure to specify all attributes you need for classificationwhen you set up transaction collection.How the Classification Rules Hierarchy WorksThe following information explains the hierarchy of classification rules and howtransactions roll through the hierarchy to determine compensation:The Rules HierarchyThe Rules TestA Rollup ConditionMultiple-Condition RulesChangesThe Rules HierarchyAs you define classification rules, you will notice common conditions among theclassification rules. For economy of expression and ease of maintenance, you canassign the common conditions once to the parent of rules that share the sameconditions. For example, the Standard Multimedia PC and the ATO Multimedia PCare in the same hierarchy and share the condition Product Code MM. Thiscondition is specified once in the application for the parent rule of the two rules thatdifferentiate Standard Multimedia PC and the ATO Multimedia PC.The Rules TestThe application tests rules in the hierarchy starting with the rule at the top, andmoving down from left to right. When a compensation transaction passes a rule (allconditions are true), the application tests the children of that rule, working left toright,
Oracle Sales Online and Oracle Field Sales for Mobile Devices provide sales pipeline and forecast information to Oracle Sales Compensation. Oracle Sales Compensation then calculates current compensation and forecasted compensation and sends that information back to the sales products so that a salesperson can track prospective
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