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Example Processes for Incentive Compensation Quotas

Figure 7 shows the process administrators, sales managers and users might follow to set up and use quotas. Your company may follow a different process according to its business requirements.

Administrator Process

The administrator performs the following procedures.

  1. Creates a quota. The administrator defines quotas for the compensation plan. For more information, see Creating a Compensation Plan Quota.
  2. Associates quota to one or more plans. For more information, see Associating a Quota with a Compensation Plan.
  3. Associates quota to plan rule. For more information, see Associating a Compensation Plan Quota with a Plan Rule.
  4. Personalizes the quota target. For more information, see Personalizing a Quota Target for a Plan Participant.
  5. Spreads the quota. The administrator makes sure the quota spread is distributed evenly across the measure period. For more information, see Spreading a Compensation Plan Quota.
  6. Creates Quota Factors. For more information, see Creating Common Quota Factors.
  7. Creates Skews. For more information, see Creating a Seasonality Skew for a Quota.
  8. Associates quota with a manager. For more information, see Associating a Quota and Quota Target with a Manager.
  9. Imports quota targets. For more information, see Importing a Quota Target into a Compensation Plan.
  10. Revises the quota. For more information, see Revising or Replacing a Quota.

Sales Manager Process

The Sales Manager performs the following procedures.

  1. Reviews quota targets. For more information, see Reviewing Compensation Quota Targets (Manager).
  2. Adds next-level reports. For more information, see Adding a Next-Level Report to a Plan Quota (Manager).
  3. Rolls down quota targets. For more information, see Rolling Down a Quota Target (Manager).
  4. Adjusts the initial quota target amount. For more information, see Adjusting Quota Target Amounts for Reports (Manager).
  5. Applies the quota factor. to an employee. For more information, see Applying a Quota Factor to a Report (Manager).
  6. Applies the skew to the quota. For more information, see Applying a Seasonality Skew to a Quota (Manager).
  7. Rolls up modified quota targets. For more information, see Rolling Up Modified Quota Targets (Manager).

End-User Process

The sales representative performs the following procedures.

  1. Reviews quotas. For more information, see Reviewing a Quota (End User).
  2. Accepts or rejects quota targets, For more information, see Accepting or Rejecting a Quota Target (End User).

Figure 7.  Example Quota Process Flow for Administrators, Managers, and End Users

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 Siebel Incentive Compensation Administration Guide 
 Published: 18 April 2003