Compensation Implementing Incentive

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Oracle Fusion Cloud Sales AutomationImplementing Incentive Compensation22DF61461-01Copyright 2011, 2021, Oracle and/or its affiliates.Author: Judy WoodThis software and related documentation are provided under a license agreement containing restrictions on use and disclosure and are protectedby intellectual property laws. Except as expressly permitted in your license agreement or allowed by law, you may not use, copy, reproduce, translate,broadcast, modify, license, transmit, distribute, exhibit, perform, publish, or display any part, in any form, or by any means. Reverse engineering,disassembly, or decompilation of this software, unless required by law for interoperability, is prohibited.The information contained herein is subject to change without notice and is not warranted to be error-free. If you find any errors, please reportthem to us in writing.If this is software, software documentation, data (as defined in the Federal Acquisition Regulation), or related documentation that is delivered to theU.S. Government or anyone licensing it on behalf of the U.S. Government, then the following notice is applicable:U.S. GOVERNMENT END USERS: Oracle programs (including any operating system, integrated software, any programs embedded, installed, oractivated on delivered hardware, and modifications of such programs) and Oracle computer documentation or other Oracle data delivered to oraccessed by U.S. Government end users are "commercial computer software," "commercial computer software documentation," or "limited rightsdata" pursuant to the applicable Federal Acquisition Regulation and agency-specific supplemental regulations. As such, the use, reproduction,duplication, release, display, disclosure, modification, preparation of derivative works, and/or adaptation of i) Oracle programs (including anyoperating system, integrated software, any programs embedded, installed, or activated on delivered hardware, and modifications of such programs),ii) Oracle computer documentation and/or iii) other Oracle data, is subject to the rights and limitations specified in the license contained in theapplicable contract. The terms governing the U.S. Government's use of Oracle cloud services are defined by the applicable contract for such services.No other rights are granted to the U.S. Government.This software or hardware is developed for general use in a variety of information management applications. It is not developed or intended foruse in any inherently dangerous applications, including applications that may create a risk of personal injury. If you use this software or hardwarein dangerous applications, then you shall be responsible to take all appropriate fail-safe, backup, redundancy, and other measures to ensure its safeuse. Oracle Corporation and its affiliates disclaim any liability for any damages caused by use of this software or hardware in dangerous applications.Oracle , Java, and MySQL are registered trademarks of Oracle and/or its affiliates. Other names may be trademarks of their respective owners.Intel and Intel Inside are trademarks or registered trademarks of Intel Corporation. All SPARC trademarks are used under license and are trademarksor registered trademarks of SPARC International, Inc. AMD, Epyc, and the AMD logo are trademarks or registered trademarks of Advanced MicroDevices. UNIX is a registered trademark of The Open Group.This software or hardware and documentation may provide access to or information about content, products, and services from third parties. OracleCorporation and its affiliates are not responsible for and expressly disclaim all warranties of any kind with respect to third-party content, products, andservices unless otherwise set forth in an applicable agreement between you and Oracle. Oracle Corporation and its affiliates will not be responsiblefor any loss, costs, or damages incurred due to your access to or use of third-party content, products, or services, except as set forth in an applicableagreement between you and Oracle.

Oracle Fusion Cloud Sales AutomationImplementing Incentive CompensationContentsGet Help . i1About This Guide1Audience and Scope . 1Related Guides . 12Implementation Overview3Overview of the Sales Offering . 33Enterprise Structures for Incentive Compensation5Overview of Enterprise Structures . 5Enterprise HCM Information . 8Locations . 8Geographies . 11Legal Entities for Incentive Compensation . 53Business Units for Incentive Compensation . 544Persons for Incentive Compensation59User and Role Synchronization: Explained . 59Role Provisioning and Deprovisioning . 59How Incentive Compensation Uses Resource Roles . 61Overview of Securing Incentive Compensation . 61Incentive Compensation Work Area Duties . 615Source Systems, Data Formats, and Party Usage63Source Systems for Incentive Compensation . 63Data Formats for Incentive Compensation . 64Party Usage . 726Approval Management for Incentive Compensation75Configure Workflow Approvals and Notifications . 75

Oracle Fusion Cloud Sales AutomationImplementing Incentive CompensationRoles That Give Workflow Administrators Access . 76Options for Configuring Approval Management in Incentive Compensation . 79Participant Paysheet Approvals . 81Overview of Configuring Paysheet Approvals . 82Examples of Paysheet Approval Workflows . 83Modify the Approval Workflow for Compensation Participant Paysheets . 837Help Configuration85Set Up Help . 85Hide or Show Help Icons . 85Give People Access to Create and Edit Help . 86Create Groups to Limit Access to Added Help . 868Lookups89Overview of Lookups . 89What's the difference between a lookup type and a value set? . 929Profile Options95Overview of Profile Options . 95Set Profile Option Values . 95Incentive Compensation Profile Options . 96How can I access predefined profile options? . 9910Flexfields101Flexfield Components . 101Flexfield Modification Using Page Composer . 102Flexfield Management . 104FAQs for Flexfield Management . 114Value Sets . 114FAQs for Value Sets . 124Descriptive Flexfields . 12511Currency Conversion Rates131Import Currency Conversion Rates . 131How can I use different rates to process transactions and payments in different business units? . 132

Oracle Fusion Cloud Sales AutomationImplementing Incentive Compensation12Incentive Compensation Calendars and Intervals133Create Calendars and Intervals . 133Manage Incentive Calendars . 133Interval Types for Grouping Calendar Periods . 136FAQs for Calendars and Intervals . 13813Configuration for a Business Unit141Parameters . 141Tables and Columns . 154Earning Types . 167Open Period Process . 168Participant Imports . 169Order Imports . 175Invoice Imports . 180Transaction Selection Rules . 18314Custom Qualifiers and Lookups185Manage Custom Qualifiers and Lookups . 185Enable Custom Attributes for Crediting and Classification Rules . 18615Enterprise Scheduler Job Definitions and Job Sets191Enterprise Scheduler Job Definitions and Job Sets . 191Job Definitions . 193Job Sets . 202FAQs for Enterprise Scheduler Job Definitions and Job Sets . 206Troubleshoot Processes . 207Assign Roles for Access to Manage Scheduled Processes . 208Allow Updates to Scheduled Process Priority . 21016Other Common Setup and Maintenance Tasks211Home Page Setup . 211Privacy Statement . 21517Audit Policies217Audit Policies . 217

Oracle Fusion Cloud Sales AutomationImplementing Incentive CompensationWhat Incentive Compensation objects can I enable to track their audit history? . 218Audit Configuration for Business Object Attributes . 219Overview of Audit Configuration . 22018External Integration221Overview of Web Services . 221Files for Import and Export . 222External Data Integration Services . 22419Move Common Reference Objects235Overview of Moving Common Reference Objects . 235Business Objects for Moving Common Reference Objects . 235Guidelines for Moving Related Common Reference Objects . 241Guidelines for Moving Common Reference Objects Using the Seed Data Framework . 24220Test Your Implementation and Purge Data245Purge Incentive Compensation Transactional Test Data . 245Purge Transactions, Credits, and Earnings by Period . 246Purge Incentive Compensation Staging Table Data . 247Test and Go Live . 248

Oracle Fusion Cloud Sales AutomationImplementing Incentive CompensationGet HelpGet HelpThere are a number of ways to learn more about your product and interact with Oracle and other users.Get Help in the ApplicationsUse help iconsto access help in the application. If you don't see any help icons on your page, click your user imageor name in the global header and select Show Help Icons.Get SupportYou can get support at My Oracle Support. For accessible support, visit Oracle Accessibility Learning and Support.Get TrainingIncrease your knowledge of Oracle Cloud by taking courses at Oracle University.Join Our CommunityUse Cloud Customer Connect to get information from industry experts at Oracle and in the partner community. Youcan join forums to connect with other customers, post questions, suggest ideas for product enhancements, and watchevents.Learn About AccessibilityFor information about Oracle's commitment to accessibility, visit the Oracle Accessibility Program. Videos included inthis guide are provided as a media alternative for text-based topics also available in this guide.Share Your FeedbackWe welcome your feedback about Oracle Applications user assistance. If you need clarification, find an error, or justwant to tell us what you found helpful, we'd like to hear from you.You can email your feedback to oracle fusion applications help ww for helping us improve our user assistance!i

Oracle Fusion Cloud Sales AutomationImplementing Incentive CompensationGet Helpii

Oracle Fusion Cloud Sales AutomationChapter 1Implementing Incentive Compensation1About This GuideAbout This GuideAudience and ScopeThis guide provides information on how implementors and administrators can configure and set up IncentiveCompensation. It describes how to configure required common applications as well as setup tasks for IncentiveCompensation.This guide doesn't cover your initial sign in, setting up users, or security.Related GuidesYou can refer to the these related guides to understand more about the business flows and functionality covered in thisguide.TitleDescriptionOracle Fusion Cloud Sales Automation:Securing Sales and Fusion ServiceDescribes how to enable user access to Oracle Sales and Service functions and data, includingIncentive Compensation.Oracle Fusion Cloud Sales Automation:Using Incentive CompensationDescribes the user tasks for the incentive compensation business process, from creating andmanaging compensation plans to reviewing and monitoring incentive plans and performance data.Oracle Fusion Cloud Sales Automation:Security Reference for IncentiveCompensationProvides a reference of roles, role hierarchies, privileges, and policies as delivered for IncentiveCompensation.Related Topics1

Oracle Fusion Cloud Sales AutomationImplementing Incentive CompensationChapter 1About This Guide2

Oracle Fusion Cloud Sales AutomationChapter 2Implementing Incentive Compensation2Implementation OverviewImplementation OverviewOverview of the Sales OfferingTo start an implementation of Sales you need to create a "sales setup user" and opt in to the offerings applicable to yourcompany's business requirements.You can get information about setting up the sales setup user in the Creating Setup Users Overview.When you start your implementation and opt in to the Sales offering, you also need to opt in to Functional Areas andFeatures that best fit your business requirements. Offerings, Functional Areas, and Features all work together in yourimplementation. Here's how: An offering represents a collection of business processes, such sales or service, that are supported by OracleApplications Cloud. Each subscription of Oracle Cloud provides license to use one or more offerings and they'rethe starting point of all implementations. An offering consists of multiple functional areas and features. A functional area represents one or more business processes within an offering. Territory Management is anexample of a functional area. Functional areas may represent a core operation of the offering or they may beoptional depending on business requirements. Features are business practices or methods applicable to functional areas. Like functional areas, you can opt inor out of a feature based on business requirements.You will use the Sales offering to set up accounts, contacts, leads, opportunities, and much more. The Sales offeringalso includes Incentive Compensation functional areas and features for ease of access and more streamlined set up.CAUTION: Don't use the Incentive Compensation offering to implement Incentive Compensation. Instead, see theImplementing Incentive Compensation guide for implementation information.This table gives you more information about what's included in the Sales offering. For the full list of functional areasand features in this offering, use the Associated Features report that you review when you plan the implementationof your offering. See the "Plan Your Implementation" topic in the Oracle Applications Cloud Using Functional SetupManager guide for information about how to view the Associated Features report.Functional AreaDescriptionCompany ProfileDefine and manage information about legal structure, financial reporting, and geographies andcurrencies in which the company conducts business.Users and SecuritySet up your initial implementation setup users, sales users and hierarchy, and enable users to performfunctions related to their roles.Sales FoundationSet up common components of the sales application including geographies, search, activities, tasks,notes, approvals, audit policies, and data quality.Sales Catalog and ProductsDefine the sales catalog and product hierarchy.Accounts and ContactsConfigure the setup to import accounts and contacts.3

Oracle Fusion Cloud Sales AutomationChapter 2Implementing Incentive CompensationImplementation OverviewFunctional AreaDescriptionSales CampaignsConfigure and manage templates, lookup choices, and other options for sales campaigns.LeadsDefine and manage the setup related to sales leads creation. Define option settings, such asassignment rules, assessments, and qualification templates. Update lookup values that provide choicesfor sales lead attributes.OpportunitiesSet up opportunity management options and assignment.TerritoriesSet up territory management options, dimensions, and metrics.Sales ForecastingConfigure forecasting parameters, such as time periods, and the processes for generating andrefreshing forecasts.QuotasConfigure the setup to support sales quotas.Business PlansCreate formal statements of strategic business goals and how they can be achieved within a givenperiod. For example, a partner business plan may state the goal for the partner to achieve sales of 500,000 of a vendor's products, during FY2021.Partner Relationship ManagementSet up partners, partner programs, marketing development funds, and deal registrations.Sales ContractsManage configuration settings for creation and management of sales contracts.SubscriptionsManage configuration settings for the creation and management of subscriptions.IncentivesConfigure incentive compensation options to calculate and pay incentives such as commissions andbonuses.IntegrationsConfigure integrations for extending the sales applications.Related Topics Plan Your Implementation About Setup Users and Security4

Oracle Fusion Cloud Sales AutomationImplementing Incentive CompensationChapter 3Enterprise Structures for Incentive Compensation3Enterprise Structures for IncentiveCompensationOverview of Enterprise StructuresOracle Fusion Applications have been designed to ensure your enterprise can be modeled to meet legal andmanagement objectives.The decisions about your implementation of Oracle Fusion Applications are affected by your: Industry Business unit requirements for autonomy Business and accounting policies Business functions performed by business units and optionally, centralized in shared service centers Locations of facilitiesEvery enterprise has three fundamental structures that describe its operations and provide a basis for reporting. Legal Managerial FunctionalIn Oracle Fusion, these structures are implemented using the chart of accounts and organization hierarchies. Manyalternative hierarchies can be implemented and used for reporting. You are likely to have one primary structure thatorganizes your business into: Divisions Business Units DepartmentsAlign these structures with your strategic objectives.This figure illustrates a grid with Business Axis, representing the enterprise division, Legal Axis representing thecompanies, and the Functional Axis representing the business functions.5

Oracle Fusion Cloud Sales AutomationImplementing Incentive CompensationChapter 3Enterprise Structures for Incentive CompensationLegal StructureThe figure illustrates a typical group of legal entities, operating various business and functional organizations. Yourability to buy and sell, own, and employ comes from your charter in the legal system. A corporation is: A distinct legal entity from its owners and managers. Owned by its shareholders, who may be individuals or other corporations.Many other kinds of legal entities exist, such as sole proprietorships, partnerships, and government agencies.6

Oracle Fusion Cloud Sales AutomationImplementing Incentive CompensationChapter 3Enterprise Structures for Incentive CompensationA legally recognized entity can own and trade assets and employ people in the jurisdiction in which the entity isregistered. When granted these privileges, legal entities are also assigned responsibilities to: Account for themselves to the public through statutory and external reporting. Comply with legislation and regulations. Pay income and transaction taxes. Process value added tax (VAT) collection on behalf of the taxing authority.Many large enterprises isolate risk and optimize taxes by incorporating subsidiaries. They create legal entities tofacilitate legal compliance, segregate operations, optimize taxes, complete contractual relationships, and isolate risk.Enterprises use legal entities to establish their enterprise's identity within the laws of each country in which theirenterprise operates.The figure illustrates: A separate card represents a series of registered companies. Each company, including the public holding company, InFusion America, must be registered in the countrieswhere they do business. Each company contributes to various divisions created for purposes of management reporting. These areshown as vertical columns on each card.For example, a group might have a separate company for each business in the United States (US), but have its UnitedKingdom (UK) le

also includes Incentive Compensation functional areas and features for ease of access and more streamlined set up. CAUTION: Don't use the Incentive Compensation offering to implement Incentive Compensation. Instead, see the Implementing Incentive Compensation guide for implementation information.

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2. Group Incentive Plans Team Incentive Plans – Compensation plans where all team members receive an incentive bonus payment when production or service standards are met or exceeded. Establishing Team Incentive Payments – Set performance measures upon which incentive payments are based – Determine the size of the incentive bonus.

Effectively manage incentive compensation and improve . sales performance. Goals are not aligned with incentive plans. Sales compensation . and incentives management are time consuming. Quotas are oversimplified and internal systems cannot keep up with the increasing complexity of incentive plans. These are just some

The survey was aimed at incentive travel professionals all over the world and was available in English and Spanish, customised for 5 distinct incentive travel personas under the two main categories of buyers and suppliers. Buyer: 1. Incentive Travel End-User (e.g. corporate buyer) 2. Incentive Travel Agency (e.g. incentive house,

Commission Rate X Incentive Payout Commission Defining Incentive Form. Sales role clarification is the foundation of the sales compensation design process 12 . your sales people are here and this is where the sales incentive plan is likely to be most effective. These people must participate and this is

Optimizing Incentive Compensation Optimizing Incentive Compensation—Aligning What You Say With How You Pay . As the sales leader, you tell the sales force what you want them to do for the year—things like moving to a more customer-focused sales approach, capturing new accounts, minimizing no-decisions, sell value (to avoid discounting .

Optimizing Incentive Compensation The chart to the right summarizes the responses received. With incentive compensation, you cannot be all things to all people, but the goal is to effectively engage the vast majority of people. The study data shows that over one-quarter of companies are successful at engaging 90% or more of their sales force.

corporate functions. Sales operations is most likely to be chiefly responsible for sales performance reporting, as is the case in 64% of firms. But sales operations departments are responsible for incentive compensation reporting in only 40% of firms, with HR and finance functions chiefly responsible for incentive compensation reporting in 25% .

A Short Introduction to Computer Programming Using Python Carsten Fuhs and David Weston (based on earlier documents by Sergio Gutierrez-Santos, Keith Mannock, and Roger Mitton) Birkbeck, University of London v1.4 This document forms part of the pre-course reading for several MSc courses at Birkbeck. (Last revision: December 4, 2019.) Important note: If anything is unclear, or you have any sort .