Oracle Sales Performance Management

Oracle Sales Performance Management offers advanced tools for incentive compensation, quota management, and territory management. Fueled by a strong data foundation and machine learning, the solution helps you increase revenue by aligning individual sales goals with your company’s sales strategy.

Oracle Sales Performance Management Product Tour
See it in action
  • Accelerate sustained, profitable revenue growth

    Discover how to sell more by launching and growing recurring revenue models with an account-centric growth strategy.

  • Demo webinar: Oracle Incentive Compensation

    Unlock the secrets to incentivizing top talent with Oracle Incentive Compensation.

  • Oracle is the leader in revenue performance management

    Find out why Ventana Research names Oracle an Exemplary Vendor.

  • Report: Enable the Modern Revenue Team by Modernizing Lead to Cash

    Find out why customers are asking for subscription, usage, and milestone pricing.

Explore Oracle Sales Performance Management

Set balanced and optimized territories

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

Optimize sales coverage

No matter the number of factors used to define sales territories, easily run territory assignments and support all necessary requirements with powerful what-if analysis. Optimize coverage and increase results.

Balance territories

Improve your planning by balancing sales territories using advanced dimensions such as account scores.

Easily modify territories

Use territory proposals to 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.


Connected quota management

Align sales quotas with company objectives, individual seller goals, and performance criteria. Set equitable and achievable targets based on the full revenue potential of your territories.

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.

Connected quota management

Allocate quotas to territories and sales resources, compare forecasts to those quotas to monitor and track sales, and keep seller’s incentive compensation plans updated with any new or changed quota assignments.


Sales incentive compensation

Calculate variable sales compensation. Leverage unified customer data along with full ERP and HCM integration for accurate compensation crediting. Use a powerful what-if modeling tool to analyze compensation plan scenarios. Gain unique insight into how to motivate your team to reach sales goals.

Complete and accurate compensation

No need to gather and compile the data you need to accurately plan, administer, and pay out compensation. Plans, credits, and payments can work together across CRM and back-office applications in a complete, single suite with clean, structured customer data.

Scale complex variable compensation 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.

Use cash and noncash incentives

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

Estimate compensation payouts

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 and resolution

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


Sales performance dashboards

Dynamically track sales performance with verified data. Improve overall sales performance with contest and goal metrics within individual and team dashboards.


Product tour—Sales Performance Management

Unify sales data and boost seller performance

Welcome to Oracle Sales Performance Management

Oracle Fusion Cloud Sales Performance Management integrates data across CRM, ERP, and HCM systems to provide deep insights that optimize sales activities. Its real-time intelligence helps you build high performance teams that close more deals, while giving sales representatives a single access point for comprehensive details about their compensation, deals, and recommended actions.

Manage compensation plan notifications easily

Sellers are presented with workflow notifications based on their compensation plan, which they can view and accept via the portal.

Review and accept compensation plans

From the portal, sellers can easily view and download their compensation plan, including terms and conditions, before accepting it. They can access plan details and compensation calculations anytime.

Easily access earnings summaries

Sellers can view real-time commission statements in an intuitive visual format through our award-winning Redwood experience. They can easily track attainment, earnings, rates, and transaction details within their CRM.

Get a unified compensation statement

With out-of-the-box Oracle Payroll integration, incentive compensation payments can be seamlessly embedded into the payslip. This allows sellers and revenue-generating employees to view their total compensation—both base and variable—side by side, providing a clear and unified view of their earnings in one place.

Leverage a unified total compensation dashboard

Oracle Total Compensation Statement provides a seamless view of earnings by integrating salary, benefits, and discretionary awards with commissions from Incentive Compensation. This gives payees a comprehensive, real-time update on their total compensation in an easy-to-use dashboard.

Get payment answers via chatbot

A digital assistant chatbot helps sellers quickly get answers to compensation questions, including payslip, payment timing, and dispute queries. Sales reps can launch the chatbot anytime for instant support.

Track team performance in real time

Managers can easily track team performance, top earners, and earnings by plan component in real time using configurable Redwood dashboards. A dedicated dashboard tile lets them seamlessly switch between their own compensation and that of their team.

Adjust and award sales bonuses

Sales managers can use Oracle Fusion Workforce Compensation to award discretionary bonuses, with incentive compensation bonus recommendations seamlessly integrated into the process. The shared one- platform Fusion data model enables real-time adjustments, allowing managers to further incentivize and reward their teams by making accurate, data-driven decisions.

Optimize and manage sales territories

Sales managers can easily build and manage even the most complex territories based on geography, business units, product lines, industries, or named accounts. They can leverage robust what-if analysis to optimize coverage and drive results while using high-performance search and quick filters to simplify territory planning and management.

Enhance forecasts with predictive analytics

Forecasts can be generated from tracked opportunities, predicted using pipeline analytics and historical data, or a blend of both. Leveraging predictive models enables advanced forecasting for more accurate sales projections.

Create optimal quotas through connected sales planning

Predictive planning helps ensure optimal quotas are created and shared with sellers using multi-dimensional what-if planning scenarios by territory, product, account, channel, seasonality, and more.

Uncover outliers and boost sales

Intelligent performance management insights—a capability of Oracle Enterprise Performance Management—can automatically detect anomalies in sales data, such as an unexpected spike in sales bookings for January FY24. With fully customizable thresholds and parameters, users can easily configure limits to identify outliers, trends, and predictions in real-time—helping ensure smarter, data-driven decision-making.

Plan and optimize sales quotas

Top-down planning empowers sales leaders to allocate quotas and make team adjustments with ease. Targets can be distributed across team members with real-time insights into accounts, growth targets, and average quotas. Visual dashboards provide a clear view of bookings, revenue predictions, and quota, enabling data-driven sales planning.

Generate compensation terms with AI

Generative AI can streamline compensation plan creation by drafting terms and conditions based on historical plans and past iterations. This helps compensation administrators quickly adapt statements for year-over-year changes, reducing manual effort and promoting consistency.

Set sellers on a path to success

Make business and revenue decisions based on data, not intuition, with Oracle Sales Performance Management.

Explore Oracle’s revenue transformation solutions

See how you can connect business processes to reach your full revenue potential.

Hitachi Consulting Corporation logo

Oracle Sales Performance Management

Hitachi Consulting Corporation improves sales rep productivity and ensures 97% sales forecasting accuracy

Key benefits of Oracle Sales Performance Management

01Maximize profits by automating and optimizing sales execution

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

Making Sense of Territory and Quota Management (PDF)

02Motivate your sales team and align their goals with your strategic objectives

Motivate and retain sales talent and key partners with rapid payments, adapt to unexpected market changes, and adjust quotas and territories to drive revenue.

Take a short self-assessment to see if you’re on the path to sales success

03Improve sales efficiency and reduce errors

Reduce costly overpayments and compensation/territory disputes. Provide compensation visibility to sellers so they can focus on driving revenue.

Unlocking revenue success: Oracle ranks first in the Ventana Research Buyers Guide 2023 for Revenue Performance Management

Carrie West, Senior Product Marketing Manager, Oracle Advertising and CX

Revenue is a critical metric for any business but analyzing and enhancing it can be challenging without a reliable single source of truth. To achieve sales success, complete visibility into historical data, current progress, and future prospects is essential. However, manual processes and disconnected legacy systems often fall short in providing this crucial insight.

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