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Siebel Incentive Compensation Administration Guide > Quotas >

Associating a Quota and Quota Target with a Manager

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You can use the Sales Hierarchy Explorer to select quotas for managers and to define the starting quota target. You can also drill down and see the positions that report to the selected sales hierarchy manager position if the hierarchy has been created.

Multiple quotas can be selected for any one manager. Managers are assigned a top-level quota amount, and based on the selection in the Roll Down field, managers can cascade this quota target down to their reports. Managers use this starting quota for each of their reports, and then apply factors to adjust the quota for each person. As the final quota numbers are determined for each person, the Quota view is updated with the final numbers to give administrators a general view of the organization's quota targets. For more information about using the Sales Hierarchy Explorer, see Sales Hierarchies.

NOTE:  For the quota-setting tool, only quotas with period and measure period type defined in the Quotas view are available in the Sales Hierarchy Explorer view.

To associate a quota and top-level quota target with a manager

From the application-level menu, choose View > Site Map > Incentive Compensation Administration > Sales Hierarchy Explorer.
Expand the Sales Hierarchies tree, select the hierarchy, and expand the folders to reach Quotas.

You have to navigate the tree through hierarchies, hierarchy versions, territories, and positions before you reach a folder for quotas.

For example, in the following figure, the path is Sales Hierarchy > US Direct Sales Hierarchy > Sales Hierarchy Versions > Direct Sales Hierarchies > Territories > US Enterprise > Positions > NSACHS > Quotas.

Expand the Quotas subfolder to show the quotas for that position.
In the Quotas list, perform one of the following tasks.
If there are no quotas listed, click New to create a quota record, and proceed to Step 5.
If there are quotas in the list, select a quota and then drill down on the quota that you want to associate with the manager (in this example, NSACHS).
In the Personal Quota Roll Down view, click New, and then proceed to Step a.
In the new record, complete the following fields.
Select a new quota and target for that manager.
Click the select button in the Quota field, select a quota and then click OK.

NOTE:  Only quotas with a defined period and measure period appear.

In the Initial Target Amount field or Initial Target Qty field, enter an amount or quantity.
Complete the rest of the fields as necessary.

The following table describes the fields.

Field	Comments
Adjusted Target Amount	The adjusted amount after applying the % Target Adjustment on the Initial Target Amount.
Adjusted Target Qty	The adjusted quantity after applying the % Target Adjustment on the Initial Target Qty.
Cumulative	The check box indicates whether or not the quota is cumulative.
Description	A description of the quota. This field is automatically populated after selecting a quota.
End	End date of the quota period.
Factored Target Amount	The amount of the target after the factors have been applied by the manager. The factored target begins with the adjusted target amount and then is changed based on the factors. After the manager applies necessary factors to the quotas for the manager's next-level reports, this field is updated.
Factored Target Qty	The quantity of the target after the factors have been applied by the manager. The factored target begins with the adjusted target amount and then is changed based on the factors. After the manager applies necessary factors to the quotas for the manager's next-level reports, this field is updated.
Initial Target Amount	The starting target of the position on this quota. This value is required for quotas with a performance measure of Revenue. This amount is set by the compensation administrator.
Initial Target Qty	The starting target of the position on this quota. This value is required for quotas with a performance measure of Units. This amount is set by the compensation administrator.
Measure Period Type	Determines how often the quota attainment is calculated.
% Target Adjustment	A percentage adjustment a manager enters to change the initial target for each position.
Performance Measure	The first variable measured by the rule. The performance measure depends on the rule type selected.
Position	Quotas are associated with positions, rather than with the people who hold the positions. For example, a quota can be assigned to a district manager position.
Quota	Name of the quota. When creating a new record, you can select one or more quotas to add to the position. When a quota is selected, its name appears here. You can drill down on the name of the quota to view quota factors, quota spread, and next-level reports.
Quota Period	The quota set for the duration of the period. This field is read-only.
Roll Down	Check box that determines whether or not this quota is available for managers to roll down to their next-level reports.
Roll Up Target Amount	Final amount after the manager has adjusted and applied factors. This amount is not imported as the target amount for quota by default. The target amount for the quota is the factored amount. It is not modified by the compensation administrator.
Roll Up Target Qty	Final quantity after the manager has adjusted and applied factors. This amount is not imported as the target quantity for quota by default. The target quantity for the quota is the factored quantity. It is not modified by the compensation administrator.
Sales Hierarchy	Name of the Sales Hierarchy with which the quota is associated.
Seasonality Skew	The seasonality skews that have been created for this quota.
Start	The start date of the quota period.
Status	The status of the quota.
Territory	If the quota is associated with a territory, this field is completed.

After the final quotas have been determined by the manager, the quota record is updated with the final numbers.

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