How To Automate Sales Crediting & Rollups
One of the challenging aspects of sales compensation management is the need to accurately credit sales to salespeople based on their role in a purchase and their position in the hierarchy.
In fact, this task can be the most prominent part of some implementation projects and a key reason why Excel is not able to handle the commission plan.
Add Special Credits
Performio includes several sales crediting methods for ICM administrators to enter a many-to-one or one-to-one crediting scenarios. Say a Sales Engineer gets credit for all purchases made by two account executives in a team with a third Account Executive working in a different state. Correcting the sales credit required a third record entered to the crediting table, and a Transform activated to populate the commission table by referencing this table.
Add The Credit To The Hierarchy Roll-Up
The sales roll-up feature set provides out of the box capability to apply for credit in the most typical scenarios. For example, ensure a manager of two teams gets credit for all sales closed by the Participants classified as “ Account Executives” but exclude “Sales Engineers.”
Manage All Credits & Roll-Ups In One Place
All sales-credits are in the Participant Console, so ICM administrators no longer need to go searching for particular tables. It’s all there at your fingertips.
Apply Commission Splits
You can also configure individual sales-splits by adding a split field to the sales crediting table. This way, pre-agreed sales-splits can be applied automatically in the calculations. If sales-splits are more of a case-by-case agreement between salespeople, you can activate a Workflow for these exceptions to be entered and applied by salespeople, removing any need for intervention or action by yourself – if you want to keep it that way.