Siebel Incentive Compensation Administration Guide > Configuring Incentive Compensation >

Creating New Performance Measures

Siebel Incentive Compensation can be configured to accommodate payment on a variety of different performance measures. For example, an insurance company might want to pay on a written premium rather than revenue, or a company might want to pay on margin dollars rather than % margin. Written premium and margin dollars are not included in the preconfigured product, but the configuration can be added.

Siebel Incentive Compensation ships with three compensation rule types, each with a unique set of available performance measures. To view these performance measures, from the application-level menu, choose View > Site Map > Compensation Administration > Rules > Type.

Available rule types are:

• Bonus-Other Results. Payment of a percentage of a target incentive or a dollar amount based on a subjective performance measure. This rule type requires a manager to enter a score used when evaluating performance for each employee (for example, an MBO score of 3.4 pays 85% of Target Incentive, or a customer satisfaction of 92% pays $500).

  Siebel Incentive Compensation is preconfigured with a number of Bonus-Other Results performance measures. The performance measures are Customer Satisfaction, KSO (Key Sales Objectives), MBO (Management By Objectives), Leads, Service Level, and Time Available. Other custom Bonus-Other Results performance measures frequently seen include Discretionary Bonus, Meeting Planner Satisfaction, Forecast Accuracy, Pipeline Development, and so on.

• Commission. Payment of a percentage of a deal or a dollar amount based on the revenue of a deal (for example, payout 5% commission on the revenue of each deal closed).

  Siebel Incentive Compensation is preconfigured with a number of Commission performance measures. Preconfigured measures are % Discount, % Margin, % Quota, Cumulative % Quota, Cumulative Revenue, Revenue, and Units.

• Bonus-Sales Results. Payment of a percentage of a target incentive or a dollar amount based on the revenue, units, percent margin, or percent discount of a deal or group of deals (for example, payout is $10,000 for closing $1,000,000 in sales this quarter).

  Siebel Incentive Compensation is preconfigured with the a number of Bonus-Sales Results performance measures. Preconfigured measures are % Discount, % Margin, % Quota, Cumulative % Quota, Cumulative Revenue, Revenue, and Units.

  NOTE:  These performance measures are the same as the Commission performance measures. Commission and Bonus-Sales Results performance measure types are similar, but only a Commission type can pay out a % Deal of the performance measure.