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Oracle Sales Planning and Performance Management

Drive revenue optimization with Oracle’s advanced incentive compensation, quota, and territory management tools. Oracle helps both sales managers and sales operation staff plan and perform better with connected data and deeper insights.

Discover Oracle Sales Planning and Performance Management.

Explore Oracle Sales Planning and Performance Management

Connected sales planning

Improve sales execution and operational efficiency across quota planning to sales forecasting with Oracle’s predictive and intelligent planning solution.

Predictive planning

Optimize your market coverage and intelligently set territory and quota plans with AI-driven predictive planning capabilities.

Flexible modeling

Better understand your plans and models with multidimensional and drillable what-if planning by territory, product, account, channels, seasonality, and more.

Smart view

Give sales operations the power of an enterprise planning platform that they can use from the comfort of a familiar Excel interface.

Advanced quota management and planning

Align quotas with company objectives, individual goals, and performance criteria. Use advanced planning methodologies to calculate sales objectives based on current territory potential or past performance.

Advanced quota planning

Improve your pipeline results by calculating right-sized quotas based on accurate sales intelligence, not intuition.

Quota allocation

Flexibly allocate target quotas using top-down, waterfall, or bottom-up methodologies to make your quotas match your business requirements.

Adjust and modify quotas

Stay ahead of market, business, and team changes by planning around seasonality and using worst-case, best-case ,and conservative what-if scenarios to compare to the base plan.

Balance and optimize territory management

Easily create complex territories based on geography, business units, product lines, industries, named accounts, or other factors.

Optimize sales coverage

Build complex territories with powerful what-if analysis to optimize coverage and increase your results.

Balance territories

Improve your planning and balance territories through advanced dimensions such as account scores.

Easily modify territories

Use territory proposals to easily expand into new markets or adjust territories based on business, market, or resource factors or other changes. Change happens, and having a flexible system that adapts to change is critical.

Incentive compensation

Streamline new plan initiatives and leverage powerful, what-if modeling to analyze compensation plan scenarios. Gain unique insight into how to motivate your team for top performance.

Complete compensation

No need to hunt or assemble the information you need to properly plan. Plans, credits, and payments are all integrated across front- and back-office applications in a complete, single suite.

Scale complex plans

Handle even the most complex and large-scale compensation plan structures, calculation rules, direct or overlay sales-credit allocation, and hierarchical roll-up rules.

Motivate sellers

Generate more revenue with the right balance of cash and noncash incentives, while keeping sellers engaged through progress tracking and gamification.

Estimated compensation

Encourage your sales team to keep opportunity data up-to-date, and prevent “shadow accounting” by providing complete compensation visibility as part of the quoting process.

Dispute management

Reduce the chances of disputes throughout the sales cycle with compensation visibility. If necessary, resolve disputes quickly and efficiently by using dispute management.

Advanced forecasting

Improve the speed and accuracy of your forecasts with connected and complete data from orders, invoices, and the sales pipeline.

Full-picture forecasts

Develop a more accurate and realistic forecast from ERP actuals alongside your CRM pipeline data—without need for manual processes or extra work.

Powerful analytics

View evolving forecast trends with detailed sales revenue models and what-if analysis, and react quickly to meet your sales goals.

Collaboration simplified

Bridge the gaps across the sales and finance teams to increase efficiency. With SmartViews, users from sales and finance can work together within familiar Microsoft Office interfaces.

Key benefits

  • Set and achieve your sales goals with confidence

    Plan and create achievable quotas, territories, and compensation plans that are ready on day one with real-time data.

    The path to peak performance

  • Improve sales effectiveness and get the most from your team

    Motivate and retain top talent, adapt to unexpected market changes, and adjust quotas and territories to drive revenue.

    A seller’s guide (PDF)

  • Improve sales efficiency and reduce errors

    Reduce costly overpayments and disputes and give sellers compensation visibility so they can focus on driving revenue.

    Video: The path to peak sales performance (1:10)

Key benefits
Thought Leadership

Oracle Incentive Compensation

Nick Vautier, Director, Product Management

Incentive Compensation has evolved beyond automation of compensation calculation and associated reporting and dispute management. While these aspects are foundational, leading-edge companies are now using modern planning tools to plan territories and calculate data-driven quotas.

Read the complete post

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CX Sales Release readiness

CX Sales release readiness

Get up to speed on the latest Oracle CX Sales release, and ensure that your upgrade is a success. Review the latest features for sales planning and performance management, including capability overviews, business benefits, setup considerations, and usage tips.

Additional information

Documentation library

Documentation library

The Oracle CX Sales Help Center provides documentation and tutorials covering sales force automation, sales planning and performance management, partner relationship management, and more.

Cloud Customer Connect

Cloud Customer Connect

Cloud Customer Connect, Oracle's premier online cloud community is specifically designed to promote peer-to-peer collaboration and sharing of best practices, enable members to keep pace with product strategy, and provide a cloud solution feedback channel directly to Oracle development. Members benefit by leveraging the collective knowledge of Oracle Cloud customers and product experts.

Cloud learning

Develop your Sales Performance Management skills

Oracle University provides learning solutions to help build cloud skills, validate expertise, and accelerate adoption. Learn more about training and certification you can rely on to ensure your organization's success.

Cloud Marketplace

Oracle Cloud Marketplace

Power innovation with partner applications and services available through Oracle Cloud Marketplace. Find the most comprehensive list of apps for sales, service, marketing, and more.

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Partner Relationship Management

Manage and grow channel sales

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