1. Working with Sales Planning
  2. Working with Quota Planning
  3. Performing Top-Down Planning
  4. Performing Waterfall Allocations

Performing Waterfall Allocations

Review your allocated target quota and make any required adjustments before submitting the quota to the next level of the hierarchy.

The top level target quota is spread throughout the hierarchy based on historical data. With waterfall planning, each level in the hierarchy can review their allocated target quota, make adjustments if needed, and push to the next level of the hierarchy.

  1. From the Home page, click Quota Planning Quota Planning icon, and then click Top Down Planning Top Down icon.

  2. On the Top Down Waterfall Top Down Waterfall icon vertical tab, on the Top Down and Adjust tab, in the My Target area, select your level of the territory or resource hierarchy from the POV if needed.
  3. Review your allocated quota and then from the Actions menu, select Waterfall Allocation.

    The quota is pushed down to the next level of the hierarchy and the My Team Target area is updated with Allocated Target Quota values.

    The Waterfall Allocation rule pushes down the allocation distribution based on last year's bookings across products, accounts, time periods, or other dimensions depending on the dimensionality of your application.

  4. In the My Team Target area, review the Allocated Target Quota and make adjustments in Adjustment Value if needed, and then click Save.

    Depending on how your administrator set up the application, you might not be able to allocate so that adjusted values go over or under the allocated quota amount. If your administrator requires it, you must ensure that adjusted values equal the overall Allocated Quota.

  5. Make any adjustments by product or account, or for seasonality. See Adjusting Allocated Quota Targets By Product or By Account and Adjusting Allocated Quota Targets for Seasonality.

  6. Based on the system set up in your organization, notify the next lower level in the hierarchy. Now the next level down in the hierarchy can go through this same process. Repeat the process until the target quota is allocated to the lowest level in the hierarchy.

  7. As the last step in the quota planning process, senior managers can apply padding if required. See Adjusting Quota Targets by Padding.

    If your team is also performing bottom-up planning, apply padding after the bottom-up planning process is complete.