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Calculating the Sales Quotas for Management

After publishing the sales quotas for sales representatives, calculate the sales quotas for the district managers and regional managers of those sales representatives. The calculated quotas for managers is a roll-up of the quotas of their reports.

When you click the Calculate button for a territory, Siebel Territory Management calculates the quota amounts for that territory by adding the quota values for all quota rules.

NOTE:  If you want to use an adjusted quota in place of the calculated quota, you must set the Adjusted Amt Rollup value at the business component to Y, using Siebel Tools. Enter the value in the Adjusted Quota field described in Step 4.

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

To calculate sales quotas for management

1. Navigate to the Siebel Territory Management screen, then the Territories Administration view.
2. Select the record for the appropriate territory.
3. In the Territory form, Click Calculate.
4. To understand the result, view the values in the fields shown in the following table.

   Applet	Field	Comment
   Period Quotas	Base Amount	The value from Publish Quota in Quota Administration.
   	Net Amount	The value after applying the credit allocation percentage described earlier.
   Territory Quota Rules	Base Quota	The sum of the base amounts from the Period Quotas list.
   	Calculated Quota	The sum of the net amounts from the Period Quotas list.
   	Adjusted Quota	If you want to use an adjusted quota that overrides calculated quota, enter the adjusted quota here. NOTE:  To use this field, you must configure Siebel Territory Management using Siebel Tools, as described earlier in this topic.
   	Overall Calculated Quota	The sum of the calculated quotas of all subordinate territories.
   	Total Quota	The sum of the values in the Calculated Quota and Overall Calculated Quota fields.
   Territory Quota	Rollup Amount	The sum of the calculated quotas from the Territory Quota Rules list.
   	Overall Calculated Quota	The sum of the rollup amounts from all subordinate territories, including Account, Contact, Postal Code, and GeoZone rules.
   	Total Quota	The sum of the values in the Rollup Amount and Overall Calculated Quota fields.
   Territory Applet	Total Quota	The sum of all quotas from the Territory Quota list that are valid on the current date.

The quota values for each quota rule are the sum of all the net amount values from the territory quota periods, considering the validity of each rule, as follows:

• The net amount on the Period Quota applet is the sum of the Credit Allocation records valid between the period start date and period end date, calculated as follows:

  Net Amount for that Period = (Base Amount * ((CrdtAllocEndDt1 - CrdtAllocStartDt1)/(PeriodEndDt - PeriodStartDt)) * CreditAllocation%) + (Base Amount * ((CrdtAllocEndDt2 - CrdtAllocStartDt2)/(PeriodEndDt - PeriodStartDt)) * CreditAllocation%) + . . .

• If there is no credit allocation defined, then the calculation assumes a credit allocation of 100%.
• If a rule is not valid for the entire period mentioned in the territory period quota, then the quota is the net amount achievable for the length of time that the rule is valid, assuming 100% Credit Allocation, calculated as follows:

  Net Amount * ((RuleEndtDt - RuleStartDt) /(PeriodEndDt - PeriodStartDt))

After the calculation, the Territory record shows the current sales quota, which depends on whether the period associated with a sales quota is valid for the current date.