How Are Scores Calculated?
You can configure sales incentive plans to measure performance based on revenue, profit, or scoring. Using scoring, you can further control whether a user has reached a certain performance goal.
Three types of scoring are available:
- Use Point-Based Scoring
- Calculate Revenue - Then Apply Multiplier
- Calculate Profit - Then Apply Multiplier
- Calculate A Score Using A Formula
The first option (Use Point-Based Scoring) is best suited for production-based rules. For example, you could use the following rules:
- Two points for each qualified lead
- Three points for each scheduled appointment
- Ten points for each customer conversion
The next two options first calculate transaction Revenue or Profit, and then apply a multiplier. For example, you could use the following rules:
- 0.5 multiplier for legacy product sales
- 1.3 multiplier for new product sales
- 0.5 multiplier for renewals
Rules are evaluated in descending order. As soon as a scoring rule is evaluated as being true, the multiplier is applied and the logic returns. In other terms, only one rule can be applied to each transaction.
Finally, the last option gives you even more flexibility - learn more here.
How Can I Specify a Scoring Formula (Advanced)?
Sometimes, you want each transaction's value to be calculated using dynamic rules. Do You Need A Scoring Formula? In most cases, calculating a transaction's value based on its revenue or profit is sufficient. When using revenue or profit as an ...
Recipe - How To Setup An SDR-Type Plan
This article applies if you want to setup a plan which counts (or scores) transactions. For example, this could be a plan for SDRs, which pays commissions based on the number of opportunities created. Becoming Familiar With General Plan Setup We ...
Recipe - How To Handle Re-Calculations When You've Already Released Rewards
This article applies if: You've already released rewards for a calculation You realized that the calculated amount was incorrect Example: you discovered later that the plan was not setup correctly when you calculated Example: you discovered later ...
What Are Rewards?
Rewards are granted to beneficiaries as part of sales incentive plans. A reward can be: A fixed cash amount A percentage of revenue (ex: 5% of total revenue) A cash amount calculated from the employee's salary A prize (ex: trip to the Bahamas) A ...
Recipe - How To Store Per-Transaction Values
This article describes a recipe to store per-transaction values. For example, you could calculate a "Commissionable" amount once and store it. You can then re-use this value within different reward formulas, or perhaps simply show it to payees. ...