Siebel Incentive Compensation Administration Guide > Plan Design > Business Scenarios for Compensation Plan Design >

Sales Representative Group Compensation Scenario

Sales representatives can be compensated on the performance of the entire group. For example, Stern, Smythe, and Beale may be compensated if, as a group, they reach a revenue goal. To compensate them as a group for reaching this goal, you must use a compensation group. In this case, Stern's deals also fall into the Western Regional Group definition, so you can use the Western Regional Group you created in the previous scenario.

Given this scenario, you perform the following steps:

  1. Create a compensation plan and name it Sales Representative Plan.
  2. Create a rule with a participant level of Group and select your Western Regional Group in the Group field.
  3. Add the people in your group (Stern, Smythe, and Beale). However, because this is a Sales Representative Plan, you only want Smythe and Beale compensated for this group's % Quota goal. In the Plan Compensable field, you remove the check mark for Stern, but leave the check marks for the rest of the group.

At the end of the period, the calculation engine looks at the deals closed by Stern, Smythe, and Beale, and sums the total for the group. The compensation from the total is paid out only to the sales representatives, who are Smythe and Beale.


 Siebel Incentive Compensation Administration Guide 
 Published: 18 April 2003