Quota

Oracle Sales Cloud Quota Management

April - 2016 Release 10
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Disclaimer
The following is intended to outline our general product direction. It is intended for information purposes only, and may not be
incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in
making purchasing decisions. The development, release, and timing of any features or functionality described for Oracle’s products
remains at the sole discretion of Oracle.

About This Document

This document supplements standard product documentation, which you are encouraged to review. To find documentation, such as
guides, click Help and search for topics.
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AUDIENCE
This document is for Oracle Sales Cloud customers involved in implementation, and the information applies to both Oracle Public
Cloud and on-premise deployments.

Table of Contents

1. What is Quota ================================================= 03

2. Important terminologies ========================================= 04-06

3. Prerequisites before we start with quota setup ======================== 07-08

4. Quota Setup ================================================== 09-14

5. How to change Quota value ======================================= 15

6. Reports on quota =============================================== 16-18

7. Quota issues ================================================== 19-21

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Introduction
This document describes how what is Sales Quota within Oracle Sales Cloud.
It has been updated as of release 10.

Quota Management comes with few other important factors that all together helps in Quota management in Oracle sales cloud. For
example
 Spread formula
 Seasonality factor
 Territory quota formula

To outline the series of steps that need to be followed in order to setup and make use quota management within our application, we'll
use the following set of requirements as an example:

Created a territory hierarchy

Territory_A - (Bob1 Boyle1)
2 child territories
ChildA1 - (Unu Viorel)
ChildA2 – (Ka Niti)


All setup tasks that are referenced below are available under the Define Quota task, unless noted otherwise.

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 1. What is quota
A fixed share of something (in amount or quantity) that a person or group is entitled to receive or is bound to contribute. It is
a proportional part or share of a fixed total amount or quantity.

In short Quota is nothing but reflection of sales targets set for an individual in a sales organization.

Use of Quota :

 Improve overall sales performance

o When quota is assigned to a SALES PERSON, it sets a target for them which they have to achieve within a given
time.
o This helps them to plan and get a comprehensive solution to maximize their quota attainment
and thus improve overall sales performance.

 Incentive Connection
o sales manager can easily link quota attainment to a motivation and rewards programs for sales employees.

 Flexibility
o Effective top-down planning with bottom-up assessments ensures that quotas relate to corporate goals. The full
integration with territory management allows territory owner/Manager to distribute the quota among child territory/
resources based on their capability.

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 2. Important terminologies
Sales Quota Plan – It is a plan to set quota for a set of territories for current year. There can be only plan for an year or in
other words a sales quota plan covers a period of one year.
An Admin decides which territories to include in the quota plan.
Sales quota plan consists of below options.
 Adjustment threshold: Threshold percentage for amounts adjustment that managers often add to quotas.

 Territory quota formula: This Formula gets parameters from Sales admin and analyses historical sales information and
metrics such as forecasts and market potential for territories. It then calculates quotas that should appear for that territory as
default territory quota amounts for that fiscal year.

Seasonality factor group - It comes for a smaller picture that is it calculates quota for every month based on the
season.

Basically it splits the quota over each month according to seasonal fluctuations.

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These three options override the plan selected for all territories.
So if we have any one or more of these options selected. The quota is calculated based on these options.

Territory quotas - Quota that is assigned to a territory

Accurate value assigned to territories.

After a corporate goal is established, managers distribute quotas down through the sales territory hierarchy
until all territories and their respective owners have quotas.

Spread Formula – Sales admin setup these formula and then Sales managers use this to spread a quota
amount among child territories.
The spread formula calculates the ratio of contribution by the child territories, and then applies those ratios to
the total quota amount.

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Sales Goal - A sales goal is nothing but objective that organization would like to achieve.
Goal can be measured in any unit(amount, quantity or custom unit of measure), but 1 goal can have only one UOM.
Components of Sales Goal are

UOM - Unit of measure which specifies in what unit the goal is measured and hence in turn quota
For example number of sales calls.

Focus: This is optional. Specifies where the sales person needs to focus to achiev the Goal
Quotas can be allocated to sales goals which have one or more associated product groups.
We use focus to make sales goal focus on one or more selected products.

Resource quota - Quota assigned to a salesperson within the current active quota plan year.
A resource can be assigned with multiple sales goal and with multiple quotas, but only one sales quota can be assigned per Sales
Goal.
Among all the sales goals, Sales Revenue goal is the one assigned to the salesperson by default.

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 3. Prerequisites before we start with quota setup
1. Define/Setup a calendar to be used by Oracle Sales Cloud.

Point to note here is any changes to the calendar Ex: change in quarter period etc, can break quota features. We can only
add years to the calendar once setup.

http://docs.oracle.com/cloud/latest/salescs_gs/OASAL/OASAL1451850.htm#OASAL1455267

I have setup my calendar for year Apr’2016 – Apr’2017

2. Create territory hierarchy and activate the proposals.

All the users who are eligible to receive the quota should be active members of the territory.

3. Enable Territory metrics and it should have some value so that territory quota formulas can use them to generate quota.

4. Set up goal – We can either set up a standard goal or can create our own custom sales goal as well.

How to do:
Go to Navigator – quota

Select Manage Sales goal

Click on create Icon

A Unique goal number will automatically be generated.

Give the name of Goal

To make it more explanatory, fill description field (Optional)

Now give UOM(Unit of measure for the goal)

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 4. Quota Setup
1. Create SPREAD FORMULA
2. Create SEASONALITY FACTOR GROUP
3. Create QUOTA PLAN
4. Create TERRITORY QUOTA FORMULA
5. Distribute QUOTA

Manager of bob1 Boyle1 logs in and decides to distribute quota for Territory_A.

1. Create SPREAD FORMULA

Login as Sales Administrator

Go to setup and maintenance

Search for task ”Manage sales quota spread formula” and open the Task

Click on “+” symbol to a add your own formula

Give the Name, Description and Select the Metrics of the formula.

Created a formula

Name : “ Distribute Equally”

Description : Spreads the source equally

Metric : Distribute Equally

Save and close

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 2. Create SEASONALITY FACTOR GROUP

Login as Sales Administrator

Go to setup and maintenance

Search for task ”Manage sales quota seasonality group” and open the Task

Create a new Seasonality factor as per changes in sales according to season

I created a seasonality factor Name : Summer_2017 for increase in sales during summer(April-Jun).

3. Create QUOTA PLAN

Login as Sales Administrator

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 Go to setup and maintenance

Search for task ”Manage Sales Quota plan”

and open the Task

Click on “+” symbol to a add your own formula

Give the Name, Description and Select the Year of the Plan.

Few checkboxes below it :

Calculate Default Territory Quota : It will calculate default quota for

active territories using the territory formula. If user wants system to
generate the default quota for their convenience they can check this.

Copy Quotas From : Give us provision to copy quota from previous years.
Save and close.

Now Manager can make all the selection of formula and seasonality factor that he would like to use in his quota plan in Details
section.

Adjustment Threshold which manager can afford to adjust for a territory.

Territory Quota Formulas which formula manager would like to use for this year in his quota plan

Seasonality Factor Group which Seasonality Factor manager would like to use for this year in his quota plan.
Expand the Global territory and enter the options to make specific changes to particular territory.

4. Create Territory Quota Formula

Territory quota formulas calculate territory quota based on historical sales information and metrics such as forecasts and market
potential. The calculated quotas appear as default territory quota amounts in the sales quota plan.

Following are explanations for a few of the predefined territory quota formulas.

 Scale a measure from a past period by a percentage

Total the amounts for a selected measure for the past selected year. Calculate the stated percentage of the total and add it
to the total.

For example, 110 percent of closed bookings for fiscal year 2014.

 Percentage change in a measure value over 2 consecutive periods

Subtract the total amounts for a selected measure for one year from the total amounts for the subsequent year. Divide the
difference by the total of the first year to determine the percentage of change. Calculate the percentage of the total value of
the second year and add the result to the year's total.

For example, closed bookings for 2014 minus closed bookings for 2013 divided by 2013 total gives the rate of change as 8
percent. Calculated quotas are 108 percent of the 2014 closed bookings.

 Percentage change in a measure value over 2 named time periods (current and past)

Subtract the total amounts for a selected measure for a selected year from the total amounts for the current year. Divide the
difference by the total of the earlier year to determine the percentage of change. Calculate the percentage of the total value
of the current year and add the result to the year's total.

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 For example, closed bookings for 2015 minus closed bookings for 2011 divided by 2011 total gives the rate of change as 7
percent. Calculated quotas are 107 percent of the 2011 closed bookings.

Distribute Quota

Points to note.
 Only parent territory can give quota to its child territory. No territory can assign quota to itself
 Only when the parent territory quota is published, we can publish the child territory quota
 Only when the seasonality is applied to parent territory, we can apply it to child territory
 Only Parent territory can revise the quota of child territory.

.
Territory_A has 2 child territories

1. ChildA1
2. ChildA2

Refer to below diagram showing territory structure.

Root

Step 1: Manager Bob1 Boyle1 Logs into application with the intention to distribute the quota among his territories for FY2017.

Step2 : Navigate to
Navigator –> quota

Step 3: Right hand side top we have a drop down to select the quota plan.
Select the active quota plan for the year.

Step 4: Scroll down to select your territory

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Step 5: Give the quota amount to territory quota.

Step 6: Decide how much quota Owner(Boy1 Boyle1) wants to keep

Here He takes the total territory quota of 10,000 and for himself (owner quota) keeps 5000.
Rest 5000 has to be distributed among child territory.

Please note, owners quota cannot be 0, some quota has to be allotted in owners quota.
Click Publish.
Until we publish the quota, this will not reflect in the child territories.

Step 7: Move to 1st child territory ChildA1.

Here territory quota is 3000 and since we have applied seasonality factor in our quota plan, click on “Apply seasonality”

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Step 8: Now move to resource quota Tab.
Here Owner Unu Viorel has got quota 1000.
Since we have one more resource in this territory(Dummy1 Sales1), we have to set the quota for him as well.

To assign Quota to resource

Go to RESOURCE QUOTA Tab

Click on “+” Icon
Select the Resource Name
Select Sales Goal – The Goal can be standard or sales goal.
Give the Quota amount
Apply Seasonality.
Similarly repeat for ChildA2.

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 5. How to change Quota value
Bob1 Boyle1 Wants to change his Quota.

To do that he navigates to
Navigator-> Quota -> Select his territory(Territory_A)

Now Go to Action drop down

We see a Revise button.

But it is not Enabled.

Please note, no user can change their own quota. It is not allowed.
Only Parent territory owner can change the quota value.

Now Bob1 Boyle1 decides to change the quota value of ChildA1.

He follows the same navigation as above and selects the territory ChildA2

Now once he clicks on Revise, the Territory quota and Resource quota of ChildA2 gets editable.
Also the status changes to “PENDING REVISION”.

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 6. Reports on Quota
1. Resource Quota History Chart

2. Actual vs Quota

Actual Vs Quota – This Analysis displays the report in a tile form.

This report basically calculates the total quota set for the set and how much the same has achieved and how much is remaining for a
period in a financial year.

Navigation : Go to Navigator - Dashboard

This report has 2 flows

 Sales Representative
 Sales Manager

When Sales Representative logs in, the report shows the amount only for that user.

For Example, we log in with Dummy1 Sales1 who is a sales representative

The figure shows Dummy1 Sales1 who is a sales representative has quota of $500 but till now he has closed on $20 that is Won
amount.
Hence the Gap comes as Quota-Won e.i 500-20=$480.

When we drill down to the report and click on Quota amount, we get a detailed report

The above figure shows that the report is generated only for current quarter and Dummy1 Sales1 has closed a deal of amount $20.

To justify this please find below figure.

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We see “Dummy1 sales1 Opty” is the only opportunity this quarter which is Won and the revenue amount is $20.
For an opportunity to get included in the report we should take care of following
1. Opportunity should be in WON status
2. Revenue of the opportunity should be added in the sales credit.
3. Opportunity close date should lie in the same period for which the report is generated.

When Sales Manager Logs in, and try to check the report, the amount that will be shown there will be the total of all the amounts of
all its reportees.

For example we log in with Bob1 Boyle1 who is a sales

Manager.

The Actual figure that we see here is the total revenue closed by all Bob’s reportes.
And similarly the Quota is the total quota of Bob’s reportee.

Resource Quota History Chart - This analysis displays historical values of resources quotas for the selected sales resource
within a territory.
Drill-downs are enabled to show periodic distributions of resource quota over quarters, months, or weeks.

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The following quota details can be analyzed with this chart:

 Time - The time frame you are measuring quota details.

 Employee (Resource)- The names of the employees whose quotas you are reviewing.
 Resource Quota - The Quota assigned to that employee.
 Sales Goal - The goal set for an employee for a selected period of time.

Navigation - From the home page click Sales - Analytics - Search (by name).

Use - It is used by variety of manager roles to examine quotas against sales goals for employees across various time periods. It is
mostly used at the close of various time periods.

Subject Area - Sales CRM Quota Management subject area

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 7. Few issues on Quota
Issue 1: Error ”The number must be positive”

When attempting to publish quota

the following error occurs.

ERROR
The number must be positive

STEPS
The issue can be reproduced with the following steps:
1. Go to Quota page
2. Provide all details
3. click Publish

Cause

The user was not part of Resource Organization.

So Resource Owner's quota amount field was not editable

Solution

To implement the solution, please execute the following steps:

Please ensure to setup the user as part of Resource Organization.

Navigation
Classic UI/Desktop UI>Navigator>Resource Directory>
select Resources
select Resource name
select User
Review the setup

Issue 2: Error” application error occurred while executing the multidimensional expression in Oracle Essbase (MOT-480362)”

User attempts to create a new formula for Quota Management (Stage environment) and continues to get an error message saying
application error occurred while executing the multidimensional expression in Oracle Essbase (MOT-480362).

ERROR
-----------------------
An application error occurred while executing the multidimensional expression in Oracle Essbase (MOT-480362)

Cause

The reported issue is being caused by missing parentheses at the beginning and at the end of the formula

Solution

Please make sure that both formulas (Stage and Prod) have the initial and final parentheses:
for example : Incorrect Formula

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&PERIOD&*(1+&MARKET&/100)*(&SHARE&/100)

Adding the missing parentheses manually to it

Correct formula
(&PERIOD&*(1+&MARKET&/100)*(&SHARE&/100)).

Issue 3: Could not find Territories In Sales Quota Plans

Territories & Quotas > In Territory proposal > Profile > 'Eligible for Quota' is enabled.
Then Goal is created through 'Manage Sales goals' task.
Now Territories & Quotas > Manage Sales Quotas > no territories is visible which was enabled for quota previously.

How can I get these territories on my Quota planning screen?

Solution

The issue here is 'Manage Sales Quota Plans' is not set.

So your expected question should be:

Q) How to know 'Manage Sales Quota Plans' is not set?

A) - Navigator > sales > Territory & Quotas > Manage Sales Quotas > On the Top Right hand Corner is drop down > Should be blank,
and this is the issue.

Q) Then, how to set up 'Manage Sales Quota Plans'?

A) - Navigator > Tools > Setup and Maintenance > All Tasks > Manage Sales Quota Plans > Action: New
- Once its create, click on 'Activate' by keeping the New Sales Quote Plan created
- Wait for the Status to change from 'pending for Activation' to 'Activated’

Issue 4: Unable to edit / delete Published quota set for root territory?

Question: It is not possible to change Quota after it has been published or it if it is in Publish status.
The value in the Parent Territory quota is not manually calculated.

Answer: Quotas in the published status cannot be changed or published again without first changing the status to pending revision.
Activating a territory proposal that affects quotas will change the status to pending revision.
You can also use Revise in the Action menu to change the status of a selected territory to Pending Revision.
In other words, you will need to go to Actions and Change the Status to Pending Revision, make the necessary changes, then mark it
again as Published.

Issue 5: How “Enable Updates to Active Territories” affects quota

First let’s start with the navigation of this checkbox.

 Go to Navigator
 Click on territories
 Left hand side, click on Enable dimensions and metrics.
 See the checkbox ” Enable Updates to Active Territories“ in additional options section of the page.
Once it is checked
Users will get a warning message when trying to Enable Updates to Active Territories in Enable Dimensions and Metrics

"If you enable active territory updates, then setting quotas will be disabled. Do you want to continue?"

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 1. What is the actual impact of this warning?
Answer: Sales quotas for current and future years will no longer be available in BI reports.
Quota plans for current and future years will be untracked and made read-only, setting status to Completed.
And this ACTION IS NOT REVERSIBLE! User will not be able to retrieve sales quotas within the affected plans.
Since it is not compatible with quota, one must evaluate carefully and enable this setting only if quota is not used in the
application.
2. What happens to the existing quota values?
Answer: Quota plans for current and future years will be untracked and made read-only, setting status to Completed.

3. Existing Quota vs attainment data?

Answer: Sales quotas for current and future years will no longer be available in BI reports.

4. Will it affect only territory quota or Resource quota as well?

Answer: It affects both territory as well as resource quota.

5. What happens when we add new territory after enabling this option?
Answer: territory will not be affected, it would be added as before.

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