Create Quotas in Salesforce Spiff

Learning Objectives

After completing this unit, you’ll be able to:

• Create and configure quota tables.
  
• Assign users to quota tables.
  

Introduction to Salesforce Spiff

Salesforce Spiff is a leading sales compensation software that automates and simplifies the process of calculating and managing sales commissions. Using Salesforce Spiff, you organization can ensure accurate, timely, and transparent commission payments, motivating sales teams and driving performance.

Setting up quotas in Salesforce Spiff is a critical step in managing your sales team’s performance and ensuring that everyone is aligned with the organization’s goals. Quotas serve as measurable targets for your representatives, helping to motivate and track their progress. By defining clear quotas, you can streamline your commission processes, accurately forecast revenue, and provide transparency across the team.

Create a Quota Table in Salesforce Spiff

You can create a quota table in Spiff from the Quotas page or in Designer.

To create a quota table from the Quotas page:

1. Select Quotas in the top navigation bar.
   
2. Click + New Quota in the top-right corner.
   
3. Name your quota table (no spaces allowed).
   
4. Select the quota cadence (annual, quarterly, or monthly).
   
5. Click Save.
   
6. Your new quota table is now visible on the Quotas page and in Designer.
   

To create a quota table in Designer:

1. Click Designer in the top right corner.
   
2. While on the Plans page, click the three-dot icon and select New Quota Table.
   
3. Name your quota table (no spaces allowed).
   
4. Select the quota cadence (annual, quarterly, or monthly).
   
5. Click Save.
   
6. The new quota table appears in the center panel of Designer, and its name is displayed in the left panel. You can also see this quota table on the Quotas page.
   

You can also include a quota description that displays on your quotas page. Having a quota description is beneficial as it provides context and clarity, making it easier to identify and manage different quotas, especially when handling multiple tables.

Consider Quota Cadence

When selecting your quota cadence, it’s important to consider how frequently your quotas might change. For instance, if your reps typically have an annual quota but you anticipate needing to make adjustments throughout the year, you might want to opt for a monthly quota table cadence instead. Let’s explore how this works and why it’s recommended.

Imagine a scenario where one of your reps originally has a specific quota for the year, but due to unforeseen circumstances, such as a leave of absence, their quota needs to be adjusted.

While you can easily make this adjustment (more on this later), the downside is that there’s no visibility or audit trail of the change. Additionally, if any historical statements are unfrozen or recalculated, Salesforce Spiff bases the calculation on the updated entry without retaining the original values.

Now, compare this to a monthly quota cadence. By entering the annual quota amount on a monthly basis, any changes made during the year are tracked, providing an audit trail of when updates occurred and visibility into previous entries.

The Salesforce Spiff quota functions in Designer are highly flexible and can accommodate various approaches depending on how you prefer to store quota values. For example, with a monthly quota cadence, you could calculate an annual target by summing the monthly entries. The same principle applies to quarterly cadences. These considerations are especially important during your implementation or when revising your quota plans.

Assigning Users to Quota Tables

Once you create a quota table, you can begin assigning users to it. If you’re using plan or quota automation with teams, this step may be automatically handled when users are assigned to the corresponding team. You can assign users to quota tables either through the User Profile directly on the Quotas page, or in Designer.

To assign users using the User Profile:

1. Navigate to Admin | Users.
   
2. Click a user’s name (highlighted in blue) to open their profile.
   
3. Scroll down to the Quotas section.
   
4. To edit an existing quota assignment, select Edit.
   
5. To add the user to a new quota table, select Add Quota.
   

To assign users from the Quotas page:

1. Navigate to Admin | Users, then click Quotas in the left panel.
   
2. Select the desired quota table.
   
3. Click Edit in the top right of the table.
   
4. Click the Add/Remove Members icon to add or remove users from the table.
   
5. Click Save .
   

To assign users in Designer:

1. Click Designer in the top right corner.
   
2. Select the quota table to which you want to assign users.
   
3. Click the Add/Remove Members icon to add or remove users from the table.
   
4. Click Save .
   

Note: Always remember to save your changes to ensure they are applied.

In the next unit, you learn how to enter and manage quota values, adjust table formats, update table settings, and handle errors.