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Setup: Manage Terminology

Ron Rasmussen
Updated

Setup: Manage Terminology

The Manage Terminology section can be found when Admins go to Setup > Manage Terminology.

Setup- Manage Terminology_X1.png

 

Terms:

 

What does your company call goals/targets?

Dropdown Menu Options:

      • Quotas (default)
      • Goals
      • Targets

Locations within Express:

      • Plan > Edit Plan > Define Quotas
      • Plan > Edit Plan > Define Credit > Section B: Quota Associated
      • Plan > Edit Plan > Define Payments > Section C: Use Quota as part of payment rule or Don't use Quota as part of payment rule
      • Plan > Edit Plan > Define Payments > Section F > click fx button > Percent to Quota or Quota
      • Plan > Edit Plan > Define Payments > Section F > click Edit Rule after adding a Qualifier > Percent to Quota or Quota
      • Plan > Edit Plan > Review Plan > Plan Quotas
      • Rep Dashboard > Commission Statement > Component Performance > Quota column (this is optional)

 

What are the salespeople in your organization called?

Dropdown Menu Options:

      • Sales Representative (default)
      • Sales Rep
      • Agent
      • Brokers

Locations within Express:

      • Results > Manage Deals > Salesperson field can be added to any view
      • Plan > Edit Plan > Define Payments > Section F > click fx button > Deals > Salesperson
      • Plan > Edit Plan > Define Payments > Section F > click Edit Rule after adding a Qualifier > Deals > Salesperson
      • Setup > Define Deal Attributes > View All Fields > this is a required field, so it will show under View All Fields as well as all Mappings. 
      • Results > Manage Results > Credits > Salesperson
      • Results > Manage Results > Payments > click on the hyperlink for First and Last Name > in the short cut pop up > Salesperson
      • Results > Manage Results > Holds > Salesperson
      • Results > Manage Results > Releases > click the magnifying glass icon > Salesperson or User
      • Results > Manage Results > Draws > Salesperson
      • Rep Dashboard > Commission Statement > Name under "Commission Statement"
      • Rep Dashboard > Commission Statement > Deals and Payments > Salesperson column (this is optional)

 

What are the Deals in your organization called?

Dropdown Menu Options:

      • Deals (default)
      • Sales
      • Opportunities
      • Orders 

Locations within Express:

      • Results > Import Data > Salesforce > Import Deals 
      • Results > Import Data > CSV > External CSV File (Deals)
      • Plan > Edit Plan > Define Credit > 
      • Results > Manage Deals > New Deals or Delete All Deals or Delete Selected Deals or Deal Date or Deal Id
      • Plan > Edit Plan > Define Payments > Section F > click fx button > Data Fields > Deals
      • Plan > Edit Plan > Define Payments > Section F > click Edit Rule after adding a Qualifier > Deals
      • Setup > Define Deal Attributes > View All Fields > this is a required field, so it will show under View All Fields as well as all Mappings. 
      • Results > Manage Results > Payments > click on the black text to drill into the Rep's details > click any blue hyperlink where an amount is showing > Deal Id or Deal Date
      • Results > Manage Results > Holds > Deal Id or Deal Date
      • Results > Manage Results > Releases > Deal Id or Deal Date
      • Rep Dashboard > Commission Statement > Deals and Payments

 

What do you call Target incentive compensation?

Dropdown Menu Options:

      • TIC (default)
      • Total IC
      • Variable
      • Target Variable

Locations within Express:

      • Plans > Edit Plans > Define Plan > Section C: TIC
      • Plans > Edit Plans > Define Payments > Section F > click fx button > System Fields > TIC
      • Plan > Edit Plan > Define Payments > Section F > click Edit Rule after adding a Qualifier > System Fields > TIC
      • Plan > Edit Plan > Review Plan > below the plan name will be TIC

 

What are the groups of sales in your organization called?

Dropdown Menu Options:

      • Credits (default)
      • Attainments

Locations within Express:

      • Plan > Edit Plan > Define Credit
      • Plan > Edit Plan > Define Payments > Section C > Which Credit Is Used As Part Of The Payment?
      • Plans > Edit Plans > Define Payments > Section F > click fx button > Credit Results
      • Plan > Edit Plan > Define Payments > Section F > click Edit Rule after adding a Qualifier > Credit Results
      • Results > Manage Results > Credits

 

Payees can receive advances against their future commissions, what do you call this?

Dropdown Menu Options:

      • Draws (default)
      • Advances
      • Guarantees
      • Stipends

Locations within Express:

      • Results > Manage Results > Draws
      • Plan > Edit Plan > Define Payments > Section F > click fx button > Prior Draw
      • Plan > Edit Plan > Define Payments > Section F > click Edit Rule after adding a Qualifier > Prior Draw
      • Rep Dashboard > Commission Statement > Current Balances > Draws

 

When a payee earns commission but is not yet paid it, what do you call that amount?

Dropdown Menu Options:

      • Earnings (default)
      • Earned
      • Winnings
      • Eligible

Locations within Express:

      • Results > Manage Results > Payments > drill into a Rep's details by clicking the black text > Earnings column
      • Plan > Edit Plan > Define Payments > Section F > click fx button > Prior Earnings
      • Plan > Edit Plan > Define Payments > Section F > click Edit Rule after adding a Qualifier > Prior Earnings
      • Rep Dashboard > Commission Statement > Component Performance > Earnings 
      • Rep Dashboard > Commission Statement > Deals and Payments > Earnings column

 

Plans can tie two or more performance measures together. If you use this, what do you call it?

Dropdown Menu Options:

      • Qualifiers (default)
      • Gates
      • Hurdles
      • Links
      • Matrices

Locations within Express:

      • Plan > Edit Plan > Define Credit > Section E: Apply split percentages (this will increase or decrease the credit amount) > Add Qualifier
      • Plan > Edit Plan > Define Payments > Section E: How Frequently Do You Pay This Payment > On Multiple Events > Add Qualifier
      • Plan > Edit Plan > Define Payments > Section F: Add Qualifier

 

A payment balance is a negative balance that has been carried over to a new period, what do you call this?

Dropdown Menu Options:

      • Liabilities (default)
      • Balance carry forward
      • Payment balances

Locations within Express:

      • Results > Manage Results > Payments > Adjust Payments > Liability Balance
      • Plan > Edit Plan > Define Payments > Section F > click fx button > Prior Liability Amount or Prior Liability Balance
      • Plan > Edit Plan > Define Payments > Section F > click Edit Rule after adding a Qualifier > Prior Liability Amount or Prior Liability Balance
      • Results > Manage Results > Payments > click on the black text to drill into the Rep's details > Commission Statement > Current Balances > Current Liability Balance 
      • Rep Dashboard > Commission Statement > Current Balances > Current Liability Balance 

 

What does your company call the Excel statements available to sales reps and managers?

Dropdown Menu Options:

      • Commissions (default)
      • Bonuses
      • Payouts

Locations within Express:

      • Results > Manage Results > Payments > click on the black text to drill into the Rep's details > Commission Statement 
      • Rep Dashboard > Commission Statement 

 

You can edit the names of custom formula fields. Choose a name for Attribute 1:

You can edit the names of custom formula fields. Choose a name for Attribute 2:

You can edit the names of custom formula fields. Choose a name for Attribute 3:

You can edit the names of custom formula fields. Choose a name for Attribute 4:

You can edit the names of custom formula fields. Choose a name for Attribute 5:

The above can all be found under:

      • Plans > Edit Plans > Define Plan > Section C: Attribute 1 - 5
      • Plans > Edit Plans > Define Payments > Section F > click fx button > System Fields > Attributes 1 - 5
      • Plan > Edit Plan > Define Payments > Section F > click Edit Rule after adding a Qualifier > System Fields > Attributes 1 - 5

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