This chapter covers the following topics:
The Plan Comparison dashboard and integrated reports allows the incentive compensation managers to analyze how effective a plan is by viewing the rate of attainment and the sales credit and the returns generated from the plans. The reports also allow sales executives to view how their earnings are distributed.
The application displays data in these reports based on these conditions:
As Of Date: Data is displayed as of the date specified.
Interval: User can select from the following intervals:
Period: Data is displayed as per the defined period.
Quarter: Data is displayed quarter-to-quarter.
Year: Data is displayed year-to-year
Manager: Data is displayed for the selected manager.
Currency: This is used in a multi-currency scenario. If transactions are in different currencies, then selecting this option will render the data in a uniform currency, after conversion.
Incentive Compensation managers use the Sales Investment Matrix report to analyze the performance of compensation against sales. They view this report to see performance of products that they are linked to.
The Sales Investment Matrix report is designed to show sales executives the revenue to compensation ratio for different products and services. For manager, this report determines the returns on different products and services.
You can select the following in the report:
Plan Element
Transaction Amount
Commissions
The Sales Investment Matrix report uses these dimensions:
Compensation Plan (Plan Name, Plan Element Name)
Product (Product Name, Level)
SalesRep (SalesRep Name and Parent Resource Level)
The Sales Investment Matrix report measures the following:
Total Sales Transactions
Total Earned Commissions, Total Earned Commissions Rate (percentage of Sales Credit)
Incentive Compensation managers use this report to view the earnings.
Compensation managers use this report to:
View the payout and the behavior of the plan.
View the ratio of spending to revenue.
Analyze if the compensation is in alignment with the company’s policy.
Analyze the return of investment of the compensation plan.
By default, the report displays performance in ranges of 10%, but you can choose to show this range in any level of granularity. The data is rolled up to the top most level in hierarchy, and you can traverse the hierarchy to subsequent lower levels.
Note: It is assumed that quotas are defined in the source Oracle Incentive Compensation system and that the plans are measured cumulatively for all data related to quotas.
You can select the following in the report:
SalesRep Name
Attainment Percentage
Commissions
The Earnings Distribution by Attainments report uses the following dimensions:
Time (Period, Quarter, and Year)
Compensation Plan (Plan Name, Plan Element Name)
SalesRep (SalesRep Name and Parent Resource Level)
The Earnings Distribution by Attainment report measures the following:
Number of Participants
Total Sales Transactions
Attainment Percentage
This report shows sales executives, plan administrators, and compensation managers the relative distribution of targets for key dimensions that they are responsible for. Sales executives use this report to analyze the degree to which quotas are set against a strategy. This would in turn help them plan for quota for next year.
You can select the following in the report:
SalesRep Name
Total Quota
Transactions Amount
Percentage Quota
This report uses the following dimensions:
Product (Product Name, Level)
Compensation Plan (Plan Name, Plan Element Name)
SalesRep (SalesRep Name and Parent Resource Level)
The Attainment versus Quota report measures the following:
Total Quota
Total Sales Credits
Total Attainment