How Sales Users Gain Access to Digital Sales Objects

Three objects are specific to Digital Sales: the Sales Contests object, the Sales Goals object, and the Sales KPI object. Sales users with access to the Digital Sales UIs gain access to these object records through a number of access paths. Review the following sections to learn who can create and view sales contests, sales goals and sales KPIs.

How Users Gain Access to Sales Contests

You can access data about a sales contest if you're the owner of the contest, are a participant in the contest, or if you're in the management hierarchy of the owner or a participant. All users who have access to a contest can view data for all contest participants. Specifically, you can access a sales contest if:

• You create the contest. If you create a contest, you're the contest owner.

  Sales Managers, Sales VPs, and the Sales Administrators can create contests. Sales Managers and Sales VPs can only add participants from their own downward hierarchy to the contest. Sales Administrators can add any users as participants.

• You're a participant in the contest.

  Users added to a contest can view contest data for themselves and for all other participants in the contest.

• The contest owner or participant is your direct or indirect report in the resource hierarchy.

  You can view contest details for your reports.

• The user who owns the contest can edit or delete the contest.

• Sales administrators can view all contests and can edit and delete any contest.

Once a contest is running, the contest owner, all participants, and the management hierarchy of the participants receive access to view the contest. Everyone who gets access to the contest can see the same information. So, for example, contest participants can see each other's scores on a given KPI, along with statistics such as the daily average score of each participant.

How Users Gain Access to Sales Goals

Whether or not you can access data about a particular sales goal depends on your membership in the resource hierarchy and whether or not you're a goal participant. In general, you can access goal data for yourself and for your direct and indirect reports. Specifically, you can access a goal if:

• You create the goal.

  The user who creates the goal can view the goal and can edit and delete the goal.

  Sales Managers, Sales VPs, and the Sales Administrator can create goals. When creating a goal, Sales Managers and Sales VPs can only add users from their own downward resource hierarchy as participants of the goal. Sales Administrators can add any users as goal participants.

• You're a participant of the goal.

  Each participant can see only their own goal target and progress.

• The goal owner or participant is your direct or indirect report in the resource hierarchy.

  Members of the management hierarchy of a goal participant can view goal data and edit targets for goal participants in their own downward resource hierarchy.

  For example, the following figure shows an example sales hierarchy consisting of a sales VP who has three sales managers reporting to him. Each of the sales managers has a team consisting of two direct reports. If Martin Conway, the sales VP, sets a goal for all the sales people in his organization, then each member of the hierarchy has access to goal performance data according to their own position in the hierarchy as follows:

  1. (Callout 1) Martin Conway can see goal performance data for each of the three sales teams and for each participant in each team.
  2. (Callout 2) Each sales manager can see goal performance data for their direct reports. So Alex Smith can see goal data for Peter and Marilyn but not for any of the salespeople on Michael or Mateo's teams.
  3. Each individual salesperson can see their own goal performance data but can't see goal data for anyone else.

  
  
  

• Sales administrators can access all goals and all goal participants, and can edit and delete any goal.

How Users Gain Access to Sales KPIs

Oracle provides a number of predefined key performance indicators (KPIs) that sales managers can use for creating goals and contests but you can also create your own KPIs. All users can view KPIs but only sales administrators can create and manage KPIs. You can access sales KPI data as follows:

• All users can view the predefined sales KPIs.

  Sales Managers, Sales Representatives, Sales VPs, and Sales Administrators can view the predefined sales KPIs.

• Only sales administrators can create custom KPIs.

  Sales Managers, Sales Representatives, and Sales VPs can view all active, custom sales KPIs.

• Sales administrators can update, delete, and change the status of custom KPIs. Sales administrators can also change the status of predefined KPIs and can copy predefined KPIs.