Analyzing trends and performance of incentives

Analyzing trends and performance of incentives

Reports and analytics are integral to Zoho CRM’s BI capabilities. It helps you understand truths about your business performance and operations. With Incentives enabled in your organization, these reports and analytics are shared with users that work on Incentives application.
As a result, a commission manager can employ various kinds of analysis, identify and act on the visible blockers, and streamline incentivizing.
This document shares with you different kinds of analyses you can do to  understand your commission provisioning and optimize your revenue, profit, performance, and cost as a result of running incentive programs.

Analyzing the commission spent

To understand the commission spent in your organization, you can create a dashboard with several components that help you understand the commission status under various variables.
Some basic analysis you can perform include:

Total commissions generated, approved, and payouts generated

  1. Total commissions generated is a KPI based component that compares the commission request created between two periods. Here’s how you can build this component:
    1. Component: KPI
    2. Chart type: Standard KPI
  1. Total commissions approved compares the commission approval between two time periods. This will help you understand your commission expenses and analyze the trend over time. Here’s the configuration that help you get this.
    1. Component: KPI
    2. Chart type: Standard KPI
 
  1. Total payouts paid will calculate the total payouts cleared as a result of eligible transactions. If you have the metric about the revenue, you can compare and contrast these numbers head to head to understand the profit, loss, and margin achieved.
 

Commission distribution by status

Commission distribution shows the status of commissions in your organization. By understanding this share, you can see how much of the total records so far are approved, under review, and rejected.

Commissions earned by reps: A comparison

The premise of incentivizing employees is itself to motivate them to generate more value and volume. That said, comparing the commissions with the representatives, will reveal the top contributors and their respective commissions.

Pending payouts for each rep

Generating Payouts is the last step in the process of commission automation and most businesses enroll these payouts with a third-party application to auto-trigger commissions. As payouts rewards the reps, they follow the status of the payout processing closely and this chart will help monitor the status.
Similarly, you can create multiple analyses on the commissions and payouts you create in your organization using the central reports and analytics module in your Zoho CRM.