Let's Give Incentive Compensation a HUG
This humble writer is currently in the student seat and enriching his training portfolio with Oracle Sales Cloud: Incentive Compensation (formerly known as Fusion Incentive Compensation).
As usual, I like to start a learning path with a H.U.G. (Hopefully Useful Graphic). Here it is without further ado.
In the diagram we can discern many entities which compose the data model for Oracle Sales Cloud Incentive Compensation. Let's quickly describe each of them:
Compensation Plan: This is the overall container. Most importantly, we assign participants (commission/bonus recipients) directly or indirectly - using roles - to the compensation plan.
Plan Component: A compensation plan contains at least one plan component. This reusable entity defines the overall logic of the calculation. The logic is defined within the following reusable entities.
The following screenshot shows an example performance measure and its goal definitions for each period.
Expression: Calculations for Incentive Compensation can become quite complex. The Expression entity allows compensation plan admins to define a formula once and reuse it across the data model.
Classification Rule: When a revenue transaction is processed, it needs to be "classified" in order to determine whether the transaction will incur additional payments for the salesperson. This logic is stored in the classification rules.
User Interface and Oracle BI Integration
The compensation plan administration is implemented in a nicely structured work area in Oracle Sales Cloud (see above screenshot).
End users - individual salespersons and their managers - can view information about their and their team's compensation using dashboards which are driven by Oracle Business Intelligence.
The above screenshot shows the 'My Team's Compensation' dashboard which nicely demonstrates the data visualization prowess of Oracle BI within Fusion Applications *err* Sales Cloud.
Extensibility
Oracle Sales Cloud Incentive Compensation cannot deny its ERP heritage. Stemming from the Oracle eBusiness Suite offering, it has found its place in the Sales Cloud (former Fusion CRM) product line. Regarding extensibility, Flexfields (the extensibility vehicle for all non-CRM product lines) are used rather than Application Composer.
More Information
For more information on Oracle Sales Cloud Incentive Compensation, here are some resources:
have a nice day
@lex
As usual, I like to start a learning path with a H.U.G. (Hopefully Useful Graphic). Here it is without further ado.
In the diagram we can discern many entities which compose the data model for Oracle Sales Cloud Incentive Compensation. Let's quickly describe each of them:
Compensation Plan: This is the overall container. Most importantly, we assign participants (commission/bonus recipients) directly or indirectly - using roles - to the compensation plan.
Plan Component: A compensation plan contains at least one plan component. This reusable entity defines the overall logic of the calculation. The logic is defined within the following reusable entities.
- Performance Measure: This reusable entity allows us to define the basis for the bonus or commission payment. For example, this is where we define the attainment goals for each period and the credit categories which are used to classify transaction for a specific payment.
- Rate Table: The other main building block of a plan component are rate tables. Imagine rate tables as lookup tables. For example, when a salesperson has achieved 70% of the sales quota in the period, the rate table defines how many percent (or total pay) the sales rep will receive in commission or bonus.
The following screenshot shows an example performance measure and its goal definitions for each period.
 |
| Click to enlarge. |
Classification Rule: When a revenue transaction is processed, it needs to be "classified" in order to determine whether the transaction will incur additional payments for the salesperson. This logic is stored in the classification rules.
User Interface and Oracle BI Integration
The compensation plan administration is implemented in a nicely structured work area in Oracle Sales Cloud (see above screenshot).
End users - individual salespersons and their managers - can view information about their and their team's compensation using dashboards which are driven by Oracle Business Intelligence.
The above screenshot shows the 'My Team's Compensation' dashboard which nicely demonstrates the data visualization prowess of Oracle BI within Fusion Applications *err* Sales Cloud.
Extensibility
Oracle Sales Cloud Incentive Compensation cannot deny its ERP heritage. Stemming from the Oracle eBusiness Suite offering, it has found its place in the Sales Cloud (former Fusion CRM) product line. Regarding extensibility, Flexfields (the extensibility vehicle for all non-CRM product lines) are used rather than Application Composer.
More Information
For more information on Oracle Sales Cloud Incentive Compensation, here are some resources:
- YouTube introduction (FastCast) on Fusion Incentive Compensation by Apex IT. This one demonstrates the end user (sales manager) perspective nicely.
- Oracle Sales Cloud Incentive Compensation Guide
have a nice day
@lex
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