Define: Credits

Credits are the sub-components of a plan that tie together quotas and deals. Using the Define Credits area, you can specify a name for each credit rule, select a quota to associate, define the primary crediting method, and define additional filters, as required. In other words, in order to get Define Payment, you must first get credit on the deal(s). No payment, without credit. Sales Comp 101 will help review the steps needed to help refresh on the steps compensation is broken down into.

To add a new Credit Rule to a plan, click the Create New link in the task pane. To get to Define Credit, you will need to be in Express:

1. Plans > Edit Plan
2. Select a plan
3. Click on "3. Define Credit"

In Step A – Credit Rule Name, select whether the Credit Rule will have the same name as the quota (if using a quota) or a Custom Name. If you select the radio button for Custom Name, enter the Credit Rule name in the textbox. 

NOTE: You can use a Custom Name even if you are also utilizing a quota.

In Step B – Quota Associated, select the Quota from the drop-down list to associate to this Credit Rule. If there will be no quota association, select the radio button next to No Quota.

NOTE: If you select No Quota, this Credit Rule will not track against any target/goal/quota. It is recommended to first Define Quota for your plan and rep(s) before creating a credit rule(s).

In Step C - Source of Credit, you will define how a Person is assigned to a deal. The options include:

• Direct: The user will receive credit on the deal based on the “Salesperson” field mapping. 
 
  • Consider it "Direct" credit: This option allows deals to be credited to the user on the plan even if the user's name is in a custom User Field. Otherwise, the user's name must be in the standard Salesperson field to get the Deal using a Direct Rule. For example, if Rep A is listed as "Sales Engineer", a User Type field on the deal, and not "Salesperson", checking this box will not give them Direct credit.
  

• Roll-Up: The user will receive credit for the deal when someone below the user in the Salesforce role hierarchy is the “Salesperson”. This is based on the Manager User section within Express and the Role Hierarchy in Salesforce. 
• Team: The user will receive credit for a deal when someone on the team associated with the user is the “Salesperson.” Teams can be comprised of roles or groups in Salesforce, people associated to a specific plan, a selection of users, or a combination of these options. This does not work both ways. In other words, a user on a plan can get credit based on the team built for them, but those users on the team will not also get credit as well. Team-Based is specific to the user selected in the drop-down menu.
  
  • To build a new custom team to use in Team-Based crediting:
    1. Go to Plans > Edit Plans > Define Credits > select the credit rule
    2. In Section C, select "Team-Based" > on the right side of the screen below the image select a team or click << New Team >> then select "Edit Team"
    3. Within this section select details based on Role, Subordinates, and Group. Additionally, Teams can be built based on other plans.  
       • R: Role: this is the established Role a user is assigned to in Salesforce. Roles can be set up in Salesforce by going to Salesforce > Setup > Manage Users > Roles. If added to the team, the person the team is built for (i.e. the person on the current plan) will receive credit for deals from anyone assigned to this Role in Salesforce.
       • R&S: Role and subordinate: Similar to Role, this set allows the user to receive credit for both users assigned to that Role and anyone listed underneath that Role within the Salesforce hierarchy (subordinates). For example, if the Role is North with 3 users assigned to it and below that role is North West, North-South with 4 total users, the rep on the plan will get credit for all 7 users.
       • G: Group: the Group option allows you to leverage Groups that have been created within Salesforce. The user the team is built for will receive credit for deals from anyone within that Group.

   

• Deal Based:  The user will receive credit for a deal if the deal is of a certain type, regardless of who sold it. For example, a user can receive credit on all deals that have an Account Name  
  • This option can be considered a Noun. It uses Person, Place, or Things to define the credit. For example, a user can get credit when Bundled? = False and not specific to a User Type field:

In Step D - Filter Deals, you can specify the criteria that must be met for deals to qualify for this Credit Rule. If no filters are set, all deals entering the system will qualify for the rule. The filters can use In / Not In v.s. Contain / Not Contain within sections C and D to help create filters.

In Step E – Value on Deal To Use, you can select to Sum the value of various numeric fields or Count the number of deals that qualify for this rule.

• Apply Split Percentages: Additionally, in Step E – Value on Deal To Use you can apply split percentages to the rule by checking the Apply split percentages box then clicking. From the Split Rule pop-up window, you will be able to define Plan specific as well as Person specific amounts as well as Qualifiers. Here is an article on how to Add Split Percentages.