Quota Uplifts
In Oracle Sales Compensation, you can define a quota uplift to apply more or less credit toward the quota achievement than the salesperson has earned from a compensation transaction. Oracle Sales Compensation multiplies the quota uplift--a percentage factor--by the net sales credit, resulting in additional quota credit applied to a salesperson's current quota achievement.
Remember that Oracle Sales Compensation uses quota achievement to determine which compensation rate to use; thus, a quota uplift enables a salesperson to reach higher levels of quota achievement more quickly, resulting in higher compensation payments.
For example, to promote growth in a new line of high-speed modems, Global Computers defines a revenue class called Modem_HS, and assigns a quota uplift of 200% to that class on the compensation plans of field salespeople. When a Global field salesperson sells any modem that classifies into the Modem_HS revenue class, Oracle Sales Compensation applies double the amount of quota credit toward quota achievement.
Figure 7 - 7 shows the 200% quota uplift in the context of other elements defined for the plan element Global assigns to the plans of field salespeople. This plan element:
- Is a quota based plan element
- Has one revenue class, Modem_HS, which awards 100% of the sales credit upon customer payment
- Has a $1 million quota for high-speed modem sales
- Has a quota uplift of 200%
- Has a rate table with four brackets that pay a minimum of 2% to a maximum of 8%
The scenario shown in Figure 7 - 7 shows how the 200% quota uplift affects compensation from a $1000 sale of a high-speed modem, made by Pat Smith.
If you choose not to define a quota uplift, the uplift defaults to 100%, applying 100% of the net sales credit toward quota achievement.
Defining a Quota Uplift
Define a quota uplift to increase the quota credit applied toward current quota achievement.
To define a quota uplift:
1. Open the Plan Elements window, select a plan element and choose Revenue Classes.
The Revenue Classes window opens.
2. In the Target field under Uplift %, enter the quota uplift next to the revenue class for which you want to define the uplift.
When you enter the uplift ensure that:
- The value you enter is greater than or equal to zero
- You enter a value greater than 100 to provide a quota-credit incentive for the revenue class. If you define a quota uplift of less than 100%, Oracle Sales Compensation applies less quota credit to current quota achievement than the salesperson earned from the transaction.
For example, for its Modem_HS revenue class, Global enters 200 for the quota uplift, resulting in 200% quota credit.
Payment Uplifts
When you need to provide an incentive without affecting a salesperson's quota achievement, you can define a payment uplift. The payment uplift is a percentage factor multiplied against the net sales credit, resulting in compensation credit. Oracle Sales Compensation then applies the compensation rate to this compensation credit to figure the compensation. Thus, a payment uplift results in a higher compensation but no higher quota achievement.
For example, suppose that Global wants to promote growth of high speed modems (the Modem_HS) revenue class without affecting quota achievement. Figure 7 - 8 shows the same scenario as FIgure 7 - 7--a $1000 sale of a high-speed modem--but with a 200% payment uplift rather than a quota uplift:
Payment uplifts are only used when the Apply Txn type set to Individually. Since they apply to each individual revenue class, they have no meaning if the Apply Txn type set to to Group by Interval because the transaction are grouped across all revenue classes.
If you choose not to define a payment uplift, the uplift defaults to 100%, resulting in 100% of the net sales credit applied toward the compensation credit.
Defining a Payment Uplift
Define a payment uplift to increase the compensation payment but not quota achievement.
To define a payment uplift:
1. Open the Plan Elements window, select a plan element and choose Revenue Classes.
The Revenue Classes window opens.
2. In the Payment field under Uplift %, enter the payment uplift next to the revenue class for which you want to define the uplift.
When you enter the uplift ensure that:
- The value you enter is greater than or equal to zero
- You enter a value greater than 100 to provide a compensation-credit incentive for the revenue class. If you define a compensation uplift of less than 100%, Oracle Sales Compensation applies the compensation rate to less compensation credit than the salesperson earned from the transaction.
For example, for its Modem_HS revenue class, Global enters 200 for the payment uplift, resulting in double the compensation credit.
