Performing Bottom-Up Planning

Bottom-up planning is a collaborative approach performed in addition to top-down planning.

With bottom-up planning, each Sales Rep gets involved in the process. After top-down allocation is complete, each level in the hierarchy, starting with the lowest level, reviews their final top-down quota, makes required adjustments for their accounts, and submits their expected quota to the next higher level of the hierarchy.

Bottom-up quota planning can be an iterative process, where a sales rep submits their target quota up to their manager, their manager makes an adjustment, and the sales rep reviews and resubmits.

Bottom-up planning allows you to add a new product or account and allocate quota to it. So you can allocate even if there is no historical data.

Your administrator might have set up an approvals process to manage this workflow.

From the Home page, click Quota Planning , and then click Bottom Up Planning .

Table 3-5 Bottom Up Planning Tasks

Bottom Up Planning	Description	More Information
Plan Quotas	The lowest level in the hierarchy (for example, a sales rep) reviews their target quota, makes any required adjustments, and then submits the target quota to the next higher level in the hierarchy for approval: Plan your target quota, and if needed, add another account to plan against Adjust your target quota by product, and if needed, add a product to adjust by Review and evaluate different scenarios for your target quota	Preparing Bottom-Up Quota Plans Adjusting Bottom-Up Quotas by Product Performing What If Analysis for Bottom-Up Quota Plans
Manage Quotas	Managers review their team's proposed target quotas, make adjustments, and submit to the next higher level of the hierarchy: Review and adjust quota targets Adjust quota targets by product Adjust target quota for seasonality	Reviewing and Adjusting Your Team's Bottom-Up Target Quota (for Managers) Adjusting Bottom-Up Plans by Product (for Managers) Adjusting Bottom-Up Quota Targets for Seasonality (for Managers)
Multi Currency Analysis	If the application uses multiple currencies, users can review quota measures in their own currency. For example, if quota is set across the hierarchy using the main currency USD, a user in France can review the data in Euros. Select the reporting currency from the POV, and then from the Actions menu, click Business Rules, and then click the Calculate Currencies rule.

Bottom Up Planning

Description

More Information

Plan Quotas

The lowest level in the hierarchy (for example, a sales rep) reviews their target quota, makes any required adjustments, and then submits the target quota to the next higher level in the hierarchy for approval:

Plan your target quota, and if needed, add another account to plan against
Adjust your target quota by product, and if needed, add a product to adjust by
Review and evaluate different scenarios for your target quota

Manage Quotas

Managers review their team's proposed target quotas, make adjustments, and submit to the next higher level of the hierarchy:

Review and adjust quota targets
Adjust quota targets by product
Adjust target quota for seasonality

Multi Currency Analysis

If the application uses multiple currencies, users can review quota measures in their own currency. For example, if quota is set across the hierarchy using the main currency USD, a user in France can review the data in Euros.

Select the reporting currency from the POV, and then from the Actions menu, click Business Rules, and then click the Calculate Currencies rule.

Tutorials

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Your Goal	Learn How
Learn more about bottom-up planning.	Performing Bottom Up Quota and Account Planning