Siebel Incentive Compensation Administration Guide > Compensation Estimation >

Calculating Total Estimated Compensation (End User)

The compensation estimation feature allows sales representatives to perform what-if analyses and model how changes to a deal affect compensation.

When sales representatives log in, they can select one or multiple opportunities and determine the total estimated compensation for the opportunity revenue line items (transaction details), as well as for the opportunity (transaction) itself. The sales representatives determine which opportunities should take priority. The opportunity or revenue does not have to be committed before compensation can be estimated.

For example, a representative can view how changing the revenue amount affects the amount of payout the representative receives on the deal. Additional what-if analyses can be done by changing the quantity of units sold, adding a new product to the quote, and so on.

CAUTION:  The estimating compensation feature uses the date when the estimation is performed to select plans that are estimable and in effect. For example, if you perform the estimation on 07/30/2003, the only plans that are used in the estimation are plans that are in effect (and estimable) on that date.

To determine total estimated compensation for a single opportunity

  1. Navigate to Opportunities > My Opportunities.
  2. In the Opportunities list, select the opportunity for which you want to estimate compensation.
  3. Click the Estimate Compensation view tab.

    The Estimate Compensation list appears showing estimable revenue line items for that opportunity. In the Estimate Compensation view, you can make changes to the Qty, Price, and Revenue fields or add a new product, and then run Estimate Compensation again to view the effect on compensation. Changing the Credit Allocation % values in the primary dialog box does not affect the results, because the values are not used in the estimation calculation.

  4. In the Opportunity form, click Estimate Compensation.

    The calculation engine runs in the background, and when the calculation is complete, the new totals appear in the Opportunity form in the Total Compensation, Opportunity Level Compensation and Revenue Level Compensation fields, as shown in the following figure.

    Click for full size image

    NOTE:  The calculation engine uses plans and rules that exist for the current date that address the what-if scenario, What if I closed this opportunity today?

  5. In the Opportunity form, review the new amount.

    The fields that are populated depend on the type of revenue you are estimating.

    The table that follows describes the fields.


    Total Compensation

    The total amount of compensation for the opportunity. This includes the amount earned on the opportunity record as well as the amount earned from the line items.

    Opportunity Level Compensation

    The amount of compensation for the opportunity. The Opportunity-Level field is populated when the rule being used is at the transaction level.

    Revenue Level Compensation

    The amount of compensation for the revenue line items for the opportunity. The Revenue-Level field is populated when the rule being used is at the transaction detail level.

Siebel Incentive Compensation Administration Guide