1. Administering Sales Planning
  2. Configuring Quota Planning
  3. Enabling Quota Planning Features

Enabling Quota Planning Features

Before users can start planning, you must enable Quota Planning features.

Based on your selections, dimensions, forms, and measures are created.

Note:

  • Define all optional and custom dimensions the first time you enable features. This creates the Quota Planning business model. Because you can’t add additional dimensions later, consider carefully the dimensions required for your business. Note that you can add reporting (attribute) dimensions later using the Dimension Editor.

  • You can’t disable features later.

  1. From the Home page, click Application Application icon, and then click Configure Configure icon.
  2. From the Configure list, select Quota Planning.
  3. On the Configure page, click Enable Features.
  4. Select the features to enable, and then click Enable.

    While you can enable more features later, Oracle recommends that you enable only the features that planners currently require.

Table 4-1 Enabling Quota Planning Features

Enable Description
Planning Model

Enable quota planning by territory or resource and add custom dimensions.

Select the type of hierarchy for quota planning. You can plan by territory or by resource. The lowest level in each hierarchy for territory or resource often maps to a Sales Rep, but you can create territories or resources based on your sales organization hierarchy.

Optionally, enable these additional commonly-used dimensions:

  • Accounts (customers)
  • Product (high-level product families)
  • Geography (a reporting dimension, configured as an attribute of Territory)

These core custom dimensions have predefined functionality and artifacts associated with them.

You must add custom dimensions when you first enable Quota Planning.

You can add additional custom dimensions in Map/Rename Dimensions.
Unit of Measure

Select whether to plan by Amount (such as currency) or Units (such as volume).

Key Functionality

Enable additional features for setting, analyzing, and optimizing target quotas.

  • Overlay Targets—Use to perform quota planning for a specialist team; these teams often have a separate quota to achieve.
  • Seasonality—By default, quota targets are spread based on historical trends or data. Use Seasonality to adjust the year total allocation by month according to your business's seasonality.
  • Padding—After setting a target, use padding to make a global adjustment by increasing or decreasing targets by a percentage.
  • What If Scenarios—Use to evaluate worst case, best case, and conservative scenarios.
Planning Methodology

Select the type of quota planning to enable.

  • Top Down—Allocate the target quota starting at the highest level of the hierarchy down to each level of the dimension hierarchy, through the entire hierarchy. Use this method when target setting is centralized.
  • Waterfall—Allocate the target quota starting at the highest level of the hierarchy step by step down to each level of the dimension hierarchy. Each level in the hierarchy reviews and makes adjustments before pushing the target quota down to the next level. Use this method when target setting is more decentralized with input from regional or business line sales leaders.
  • Bottom Up—A collaborative approach performed in addition to top-down planning. After top-down allocation is complete, each level in the hierarchy, starting with the lowest level, reviews their target quota, enters their quota commitments, and pushes them up to the next level in the hierarchy.
Predictive Planning

Enable the ability to predict future target quota values based on historical revenue.

If you have historical revenue data by territory or product, you can perform a statistical analysis on the data to predict future results.
Map/Rename Dimensions

  • Add custom dimensions to your application. You can enable up to three additional custom dimensions. Default names are Auxiliary 1, Auxiliary 2, and Auxiliary 3, but you can rename those if needed, for example to Sales Channel, or whatever is required for your business needs.

  • Map custom dimensions to existing dimensions.

  • Rename base dimensions.

You must map, rename, and enable custom dimensions the first time you enable features.

You can't rename Measures or the Territory or Resource dimension names.

The Quota Planning artifacts are populated, including dimensions, forms, and measures.

Videos

Your Goal Watch This Video

Learn about enabling Quota Planning features.

video png Creating and Enabling Quota Planning Applications

Tutorials

Tutorials provide instructions with sequenced videos and documentation to help you learn a topic.

Your Goal Learn How
See how to enable and configure Quota Planning in Sales Planning. Learn how to set variables, prepare actual and forecast data, and verify the configuration.

video png Creating and Configuring Quota Planning in Oracle Sales Planning Cloud - Tutorial