With the advent of CRM systems, companies are attempting to automate the sales process and customer interactions. More and more sales people access CRM systems to get their job done. But there have been challenges in CRM adoption as sales people resist the solutions. If salespeople have to access the CRM system to get access to their commission statements, they are more likely to use the CRM system for its intended purpose. If a salesperson knows they can help get paid accurately, they will make sure to keep the systems accurate and thus help keep the system up to date.
A commission solution that can accurately establish and calculate commissions and can seamlessly provide the commission statements for viewing by sales people can be a great advantage to firms. In addition to reducing commission errors, reducing time taken to administer and increasing sales people productivity, the solution can increase Fusion CRM adoptions.
QCommission is a powerful, flexible sales commission software tool. It calculates sales people’s compensation, accurately, quickly and professionally. QCommission is integrated with Oracle Fusion CRM systems as well as accounting systems such as QuickBooks.
Oracle Fusion CRM, Oracle’s newest customer relationship management solution, to manage its global sales and marketing lifecycles and enhance the productivity of enterprise sales, marketing and service professionals.
Oracle Fusion, supplies Fusion webservices, a pool of API calls for building applications and integrating with Fusion’s objects. This set of APIs allows you to create and retrieve data from Fusion accounts. The platform also ensures that the third party product is properly authenticated prior to getting access to the Oracle Fusion data.
QCommission utilizes a technology called QXchange to integrate to other applications including Oracle Fusion. Specific data access plug-ins (DAP) for different systems can be added to QXchange to integrate with various different data sources. A special DAP for Oracle Fusion CRM allows QCommission to exchange data with a specific Fusion account.
QCommission is a composite application. It has two components: an administrative module that calculates commissions and a presentation module that presents commissions results to the sales force.
The administrative module is the system used to establish sales compensation plans for the Fusion CRM. The responsibility for this function typically lies with sales operations but can also be shared by finance or human resources. Commission plans can be unique by sales people or common across groups of people. Data for commissions calculations can come from various sources, but is primarily invoices from the corporation’s accounting systems. Commissions are primarily calculated on Revenue. Revenues are mostly based on invoices entered into the accounting system. This is the primary data that is imported into QCommission. Opportunities within Fusion CRM can also be imported into QCommission and treated as transactions against which commissions should be calculated.
Various attributes of transactions can be used in the calculation of commissions. In many situations, sales reps are directly associated with transactions. This can be used in properly crediting the transaction to the sales rep prior to calculating commissions. Other data attributes useful in commission calculations include Quantity, Amount, Customer, Product, etc.
QCommission does a tremendous job calculating individual commissions for the sales person. With the Fusion web services, it brings that calculated data to the salesperson directly within the Oracle Fusion CRM system. With this integration it ties the two systems in such a manner that the complexity to the customer is reduced to a minimal level.
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