Siebel Territory Management Guide > Sales Quotas and Siebel Territory Management > Process of Creating and Aligning Sales Quotas >

Defining Sales Quotas

To define the sales quota, you:

• Define the customers that this sales quota applies to by entering a list of accounts, contacts, postal codes, or geo zones.
• For each account, contact, postal code or geo zone that you entered, define the sales quota for each period.
• Roll up the quotas, so the total of the quotas you defined for all the periods are entered in the Sales Quota record.

  NOTE:  When you click the Rollup Quota button in any of the following procedures, the Siebel Business application adds up the amount from all rules across rule types (Account, Contact, Postal Code, and GeoZone rules) and it displays in the Quota Value field in the header form.

This task is a step in Process of Creating and Aligning Sales Quotas.

Defining Sales Quotas for Postal Codes or Geo Zones

To define sales quotas by postal code or geo zone, enter the appropriate values in the Postal Codes or Geo Zones view.

To define sales quotas by postal code or geo zone

1. In the Quotas Administration list, drill down on the name of the sales quota that you want to align.
2. Click the Postal Code or Geo Zone view tab.
3. In the Postal Code or Geo Zone list, add new records and complete the necessary fields. Some fields are described in the following table.

   Field	Comments
   Postal Code or Geo Zone	Select a postal code or geo zone that this is the sales quota for.
   Amount	Do not enter a value here. This field displays the totals of the amounts you will enter in the Quota field of the periods list in Step 4.

4. For each postal code or Geo Zone, add new record to the Postal Code Quota Periods list or to the Geo Zones Quota Periods list for all the periods that you are defining a quota for, and complete the necessary fields. Some fields are described in the following table.

   Field	Comments
   Period	Select a period. The periods that are available to select depend on the Quota Period that you selected in the Sales Quota record.
   Quota	Enter the sales quota for this postal code or geo zone for this period.

5. After you have entered quotas for all periods for all postal codes or Geo Zones, in the Quotas form, click Rollup Quota.

   The amounts for all the period quotas for each postal code or Geo Zone are rolled up into the Amount field of the Postal Code or Geo Zone records. The total amount for all the postal codes or Geo Zones is rolled up into the Amount field of the Sales Quota record.

Defining Sales Quotas for Accounts

Defining sales quotas for accounts is similar to defining sales quotas for postal codes or geo zones, with one difference. You can split the sales quota for the account among contacts at that account to create sales quotas for the contacts.

To define sales quotas by account

1. In the Quotas Administration list, drill down on the name of the sales quota that you want to align.
2. Click the Accounts view tab.
3. In the Accounts list, add new records and complete the necessary fields. Some fields are described in the following table.

   Field	Comments
   Account	Select an account that you want to define a sales quota for.
   Amount	Do not enter a value here. This field displays the totals of the amounts you will enter in the Quota field of the periods list in Step 4.

4. For each account, add new records to the Account Quota Periods list all the periods that you are defining a quota for, and complete the necessary fields. Some fields are described in the following table.

   Field	Comments
   Period	Select a period. The periods that are available to select depend on the Quota Period that you selected in the Sales Quota record.
   Quota	Enter the sales quota for this account for this period.

5. Optionally, if you want to split the quota among contacts at the account, for each period record, add new records to the Affiliated Contacts list and complete the necessary fields. Some fields are described in the following table.

   Field	Comments
   Last Name	Select a contact associated with this account.
   Quota Split %	Enter the percent of the account quota that will be assigned to this contact.
   Quota Split Amount	Displays the amount of the account quota given to this contact, calculated by multiplying the Quota Split % times the Quota amount in the Account Quota Periods record.
   Contact Split %	Displays the percent of the affiliated contact's quota that will be assigned to this account.
   Contact Split Amount	Displays the amount of the affiliated contact's quota assigned to this account.

6. After you have entered quotas for all periods for all accounts, in the Quotas form, click Rollup Quota.

   The amounts for all the period quotas for each account or Geo Zone are rolled up into the Amount field of the Account or Geo Zone records. The amounts for all accounts are rolled up into the Quota Value field of the Sales Quota record.

Defining Sales Quotas for Contacts

Defining sales quotas for contacts is similar to defining sales quotas for accounts. If the same contact is at several accounts, you can split the sales quota among those accounts to create sales quotas for the contacts at each account. For example, if one doctor is on the staff of several hospitals, you can define sales quotas for that doctor and split it among the hospitals to get a separate quota for the amount that should be sold to that doctor at each of those hospitals.

To define sales quotas by contact

1. In the Quotas Administration list, drill down on the name of the sales quota that you want to align.
2. Click the Contacts view tab.
3. In the Contacts list, add new records and complete the necessary fields. Some fields are described in the following table.

   Field	Comments
   Contact	Select a contact whom you want to define a sales quota for.
   Amount	Do not enter a value here. This field displays the totals of the amounts you will enter in the Quota field of the periods list in Step 4.

4. For each contact, add new records to the Contact Quota Periods list for all the periods that you are defining a quota for, and complete the necessary fields. Some fields are described in the following table.

   Field	Comments
   Period	Select a period. The periods that are available to select depend on the Quota Period that you selected in the Sales Quota record.
   Quota	Enter the sales quota for this account for this period.

5. Optionally, if you want to split the quota among different accounts for this contact, for each period record, add new records to the Affiliated Accounts list and complete the necessary fields. Some fields are described in the following table.

   Field	Comments
   Name	Select an account associated with this contact.
   Quota Split %	Enter the percent of the contact quota that will be the quota for the contact at this account.
   Quota Split Amount	Displays the amount of the quota for this contact at this account, calculated by multiplying the Quota Split % times the Quota amount in the Contact Quota Periods record.
   Account Split %	Displays the percent of the affiliated account's quota that will be assigned to this contact.
   Account Split Amount	Displays the amount of the affiliated account's quota assigned to this contact.

6. After you have entered quotas for all periods for all contacts, in the Quotas form, click Rollup Quota.

   The Quota amounts for all the period quotas for each contact are rolled up into the Amount field of the Contacts records. The amounts for all contacts are rolled up into the Quota Value field of the Sales Quota record.