Utility Energy Inc. | inLOGIC.ca

Introduction

inLOGIC is committed to developing various resources to help users learn how to implement their sales compensation administration through inLOGIC. This case study series demonstrates the case illustrated in the David J. Cichelli's book, Compensating the Sales Force.

Part 1

We introduce Utility Energy Inc. illustrated in the book, Compensating the Sales Force (Appendix A) by David Cichelli.

This is the first part of the introduction, giving you a good understanding of the company's philosophy of their new sales compensation program.

Information you can gather here includes:

New sales compensation program's components
Calculation & Payout period

Part 2

We continue to explore the new compensation plan of Utility Energy Inc. illustrated in the book, Compensating the Sales Force (Appendix A) by David Cichelli.

Previously, we introduced the company philosophy in implementation of the new compensation plan, and here you will learn what Guaranteed Incentive Payout is and what determines the amount of the commission.

Working with inLOGIC

Here we introduce the inLOGIC sales compensation system. We simply touch on introductory steps since these are covered in another part of the series. Users are encouraged to explore the How-To Series first. This will help you understand the in's and out's of the application at a great extent.

Just to refresh your memory, we cover how to sign up for a free demo account briefly.

If you encounter difficulties signing up, please contact us at support@inlogic.ca.

Challenges

We give you a challenge to configure your own environment in our application. Everyone who registered for a free demo account should be able to login and play with the application.

The configuration is solely based on the book we are referencing to. Those of you who want to download the complete summary of this case study, please visit our website and download the exercise file package HERE.

Solutions

Previously, we gave you a challenge task. Based on the facts that we discovered from the book, we asked you to configure your own environment using the inLOGIC application.

And here's how we configured our environment to serve Utility Energy's new compensation plans. Compare yours to ours to see how they differ from each other.

If you have other solutions or suggestions, please do not hesitate to share your thoughts with us. We always welcome different approaches and ideas. Email us at support@inlogic.ca, or leave a comment on Twitter @inlogic_ca.

Solutions – Screencast

For those who want to follow all the steps of how we configure the application, we walk through the entire configuration process.

You will be able to see how tables are created, and what attributes are added to the tables.

This is a good opportunity to recap; since it reiterates what we walked you through in the previous “Solutions” section, it focuses on the steps themselves.

If you are having difficulties understanding the fundamental knowledge of the application, we encourage you to review the How-To Series beforehand.

Importing Data

We have configured the application according to the scenario illustrated in the book. Here, we walk you through how to import data to the tables we created together.

inLOGIC makes it easy to import data using ordinary spreadsheets in .xls or .csv format. You will learn how to import data from your spreadsheet using the Import function. A detailed explanation is available in our How-To Series, Data Management. If you wish to learn more about Data Management pertaining not only to importing from a spreadsheet, but also to manual data entry, please explore our How-To Series HERE.

Measurements and Formulas

Previously, we configured the environment in inLOGIC, and imported data to the tables we created.

Here, we begin rule writing based on the business requirement illustrated in the book. This is Part 1 of 2 demonstrating how to manage a compensation package.

A compensation package consists of largely three parts: Measurements, Plans, and Assignment.

By the end, you will be able to create a cumulative measurement and its associated formulas required from the scenario.

If you have difficulty understanding the concepts of the measurement and formulas, or have trouble accessing the features, please do not hesitate to contact us at support@inlogic.ca. One of our experts will be happy to assist you.

Plans

Previously, we created a measurement and associated formulas in order to measure the credit amount based on the cumulative number of contracts and the amount of unit sales of each sales rep.

Here, we walk you through how to write a commission rule for a measurement-based plan. If you are not familiar with the difference between Measurements and Plans, we recommend you explore our How-To Series HERE.

Calculation – Review

Here, we go over the outcomes of the calculation we executed previously.

Through this case study, we have shown you how to implement your sales compensation system through inLOGIC, and this time, we would like to demonstrate its robust calculation and analysis features.

An easy-to-read analysis with accurate outcomes is one of the most sought after features when selecting a sales compensation administration tool. Try inLOGIC today, and experience its detail-oriented interface.

Conclusion

Before we let you go, we'd like to make a couple of points about what we can offer for your successful sales compensation administration.

inLOGIC is fluid
inLOGIC is fast
inLOGIC is accurate
inLOGIC is affordable