Bookshelf Home | Contents | Index | Search | PDF

Siebel Partner Relationship Management Administration Guide > Managing Sales >

Using Incentive Compensation

---

Siebel Incentive Compensation lets you implement incentive compensation plans for both your partners and your employees to help meet your corporate sales goals.

The brand owner wants to give individual partner agents an incentive to generate more revenue from a specific high margin product, Product X. The following is an example of how the brand owner can use incentive compensation to help generate sales of Product X:

In the User Administration screen, the brand owner makes sure that all partner employees who will be included in the plan have the Compensable field checked.
In the Compensation Administration screen, the brand owner creates a filter in the Filters view called Product Filter, which includes these values for the following fields:
Type = Product
Inclusion = Include All
The brand owner drills down on the filter and adds Product X to the Products list.
The brand owner creates an incentive compensation rule in the Compensation Administration screen that includes these values for the following fields:
Type = Commission
Performance Measure = % Revenue
Participant Level = individual
Table = Simple
Transaction Level = Transaction
Earned = Booked
Payment Type = Recurring
Measure Period = Quarter
Filter = Product Filter
The brand owner creates a plan and associates the plan with the rule that was just created, including these values for the following fields:
Estimable = checked
Period = Year
Display = checked
Status = Modifiable
Active = checked
The brand owner drills down on the rule and adds a simple table to the plan rules. This table indicates how much a partner agent will be compensated for generating different amounts of revenue from selling Product X.
The brand owner makes sure the plan is active.
In the Compensation Tracking screen, the brand owner defines a period for which order data will be imported into the transaction workbook, imports compensable events to the transaction workbook, and then exports data from the transaction workbook into the calculation workbook.
In the Calculation Runs view, the brand owner defines a name and period for the calculation run and then selects Calculate from the menu to calculate the commissions for the period.
After verifying the calculation results, the brand owner selects Release from the menu to publish the compensation results to the Compensation screen. This makes the results available to partners who are part of the plan.
The brand owner can view the Employee Calculations screen to see the compensation paid to each partner employee and can view the Plan Rule Payouts screen to see the total compensation the plan paid out.
Partner sales agents use the Compensation screen in the Siebel Partner Portal to work with the plan:
The Compensation view shows how much incentive compensation they have received.
The Plans view shows what plans they can be compensated on.
The Quota view shows quotas that apply to them.
The Quota Achievement view shows the degree to which they have met their quotas.
The Compensation Analysis provides a chart representing the data in the Compensation view.

For more information about incentive compensation, see Siebel Incentive Compensation Administration Guide.

Bookshelf Home | Contents | Index | Search | PDF