Allocate Sales Credits

Sales credit recipients and revenue amounts roll up the resource hierarchy for pipeline reporting and quota attainment. Your company can use sales credits to report on salesperson performance and quota attainment, to aid in compensation calculation, and to facilitate forecasting by territories.

When a product line is first added to an opportunity, the user who added it, is automatically set as the sole revenue sales credit recipient (receiving 100 percent of the sales credit). For each product line, you can assign a portion or all of the sales credit from the product revenue to individual salespeople.

Note: You must have Full access to an opportunity to assign sales credits.

Allocate Revenue Sales Credit

You typically allocate revenue sales credit to salespeople working the deal.

Here's how to allocate revenue sales credit to a user.

1. Sign in as a salesperson or sales manager and navigate to Sales > Opportunities.

   The opportunity landing page displays the list of your opportunities.

2. Find an opportunity and edit it. Or, create, save, and edit an opportunity and then add a product line to it.

3. In the Edit Opportunity page Products table, click the edit icon in the Sales Credit column for the line you're editing. The Edit Sales Credit window appears.

4. Click the Add Revenue Credit button to add another row to the sales credits table.

5. Select the drop-down list in the Name column for the new row. Select a name from the recently used list, or click Search to search for the salesperson.

   1. If searching, in the Select: Owner page, enter the search criteria for the user you want to allocate sales credit.

   2. In the search results, select the user and click OK.

6. In the table, enter the percent of sales credit for the user or an amount. With revenue sales credit, the total of all percentages entered must add up to 100 percent.

7. Optionally, in the Forecast Territory column, pick a territory to forecast the revenue in. The Forecast Territory can be set to any territory assigned to the product line with Revenue or Revenue and Nonrevenue Forecast Participation. The forecast territory is set automatically when the assignment process runs, so you can skip this step if you want.

8. When you're finished setting the sales credit, click OK.

9. In the Edit Opportunity page, save your changes.

Allocate Overlay Sales Credit

You typically allocate overlay sales credit, or nonrevenue credit, to other resources helping out with the deal, such as a product or market specialist.

Here's how to allocate overlay sales credit to a user.

1. Sign in as a salesperson and navigate to Sales > Opportunities.

   The opportunity landing page displays the list of your opportunities.

2. Find an opportunity and edit it. Or, create, save, and edit an opportunity and then add a product line to it.

3. In the Edit Opportunity page Products table, click the edit icon in the Sales Credit column for the line you're editing.

   The Edit Sales Credit window appears.

4. Decide which type of overlay credit you want to enter and then select that type from the Allocation Style list of values:

   • Proportional to Revenue: With this type, the sales credit amounts adjust automatically and proportionally when the revenue item amount changes.

   • Ad Hoc Amounts: With this type, the sales credit amounts don't change with revenue item amount changes.

5. Click the Add Overlay Credit button to add another row to the sales credits table.

6. Select the drop-down list in the Name column for the new row. Select a name from the recently used list, or click Search to search for the salesperson.

   1. If searching, in the Select: Owner page, enter the search criteria for the user you want to allocate sales credit.

   2. In the search results, select the user and click OK.

7. In the Edit Sales Credit window, in the Sales Credit column of the table, enter the percent of sales credit for the user. With overlay sales credit, the total of all percentages doesn't have to add up to 100 percent.

8. Optionally, in the Forecast Territory column, pick a territory to forecast the revenue in. The Forecast Territory can be set to any territory assigned to the product line with Revenue or Revenue and Nonrevenue Forecast Participation. The forecast territory is set automatically when the assignment process runs, so you can skip this step if you want to.

9. When you're finished setting the sales credit, click OK.

10. In the Edit Opportunity page, save your changes.