Sales Incentive Automation

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Employee Sales Incentive Automation
Software Requirements Specification

SRS for Employee Sales Incentive Automation
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REVISION HISTORY
Name Date Reason For Changes Version
Subra Systems Limited 29-08-19 Newly Created 1.0
Subra Systems Limited 04-09-19 Revised according to discussion 1.0

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Contents
1. INTRODUCTION ..............................................................................................................................3
1.1 PURPOSE ..................................................................................................................................3
1.2 DOCUMENT CONVENTIONS .......................................................................................................3
1.3 INTENDED AUDIENCE AND READING SUGGESTIONS....................................................................3
1.4 PRODUCT SCOPE.......................................................................................................................3
1.5 OVERVIEW................................................................................................................................4
2. OVERALL DESCRIPTION....................................................................................................................4
2.1 SYSTEM ENVIRONMENT.............................................................................................................5
2.2 USER CLASSES AND CHARACTERISTICS........................................................................................6
2.2.1 SALES TEAM........................................................................................................................6
2.2.2 HR......................................................................................................................................8
2.2.3 RESPECTIVE SALES FUNCTION..............................................................................................9
2.2.4 FP&A................................................................................................................................10
2.2.5 RA ....................................................................................................................................11
2.2.6 RESPECTIVE CHANNEL APPROVER......................................................................................12
2.2.7 IT .....................................................................................................................................13
2.2.8 VPEOPLE...........................................................................................................................14
2.3 KPI DETAILS.......................................................................................................................15
2.4 REPORT AND DASHBOARD SPECIFICATION................................................................................17
2.5 USER DOCUMENTATION..........................................................................................................17
2.6 ASSUMPTIONS AND DEPENDENCIES.........................................................................................18
3. REQUIREMENT SPECIFICATIONS.....................................................................................................19
3.1 FUNCTIONAL REQUIREMENTS..................................................................................................19
3.1.1 PROCESS WORKFLOW.......................................................................................................19
3.1.3 USE CASE DIAGRAM..........................................................................................................21
3.1.4 USE CASE SCENERIO..........................................................................................................22
3.2 NON-FUNCTIONAL REQUIREMENTS..........................................................................................28
3.2.1 PERFORMANCE REQUIREMENTS ........................................................................................28
3.2.2 SECURITY REQUIREMENTS .................................................................................................28
3.2.3 SOFTWARE QUALITY ATTRIBUTES ......................................................................................28

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APPENDIXA: GLOSSARY....................................................................................................................28
1. INTRODUCTION
1.1 PURPOSE
The purpose of this document is to present “Software Requirement Specification” of “Employee
Sales Incentive Automation”. It will explain the purpose and features of the system, what the
system will do, the constraints under which it must operate and how the system will react to
external systems. This document is intended for both the end user and the developers.
1.2 DOCUMENT CONVENTIONS
The document will use IEEE format. For clarity, acronyms and technical jargon, deemed
uncommon by the author, will be annotated and include in the glossary. Major headings are in
bold 12pt font and concurrent heading in bold 12pt font. The fixed font size that has been used
to type this document is 12pt with 1.5 line spacing.
1.3 INTENDED AUDIENCE AND READING SUGGESTIONS
This Software Requirements Specification document is intended for project managers, software
engineer, system testers and software designers in developing, testing and producing the
project also for the users and documentation writers. It is suggested to read the section
sequentially, and to reference the appendices as one progress, in order to clarify jargon terms
and definition.
1.4 PRODUCT SCOPE
Following processes are available which are related with Employee Sales Incentive Automation–
 Configure KPI, KPI weightage, Achievement criteria before Quarter start.
 Different sales group like B2B, B2C and Monobrand will set their own KPI and Target.
 Role based privilege for KPI set, view and validate/accept/reject.
 KPI-wise Target upload option.
 Set target at individual level aligning with KPI.

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 Individual level uploaded target will be shown as summary to FP&A at company level
for validate/approved/reject.
 Employee can check/view their individual KPI achievement.
 Filtering by KPI achievement % / Overall target vs. achievement.
 System will be available to Internal Employees through Internal Network just like
existing “SalesCom” system.
1.5 OVERVIEW
The remaining sections of this document provide a general description, including characteristics
of the users of this project and the functional and data requirements of the product. Overall
Description of the project is discussed in Section 2 of this document. Section 3 gives the specific
requirements of the product. Section 3 also discusses the functional requirements and gives
detailed description of non-functional requirements.
2. OVERALL DESCRIPTION
This section will give an overview of the whole system. The system will be explained in its
context to show how the system interacts with other systems and introduce the basic
functionality of it. It will also describe what type of Target available that will use the system and
what KPI is available for each target. At last, the constraints and assumptions for the system will
be presented.

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2.1 SYSTEM ENVIRONMENT
Figure 2.1 System Design
The Employee Sales Incentive Automation System will be operated from the different level of
sales person and admin level people. Sales Person can configure KPI and HR will approve/reject
or update the KPI after the approval of respective sale channel approver. Sales person will get
Rejected KPI with HR suggestions on his Deshboard.In case of modification by HR after
modification,HR will have to reject and it will back to respective sales person. After KPI
approval, Respective Sales function can set target and send to FP&A for approval.After This KPI
and Target approval process Users will be able to view “Target vs. Acheivement” information
as per matured data. At the end of matured quarter “Target vs. Achievement with Eligible
Incentive amount” will be “approved / rejected” by RA. In case of rejection IT will solve the issue
and forward to RA to approve again. This approved report will be forwarded to “VPeople”
system for further process.

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2.2 USER CLASSES AND CHARACTERISTICS
This section outlines the characteristics for each of the active user separately.
2.2.1 SALES TEAM
Set KPI, KPI weightage, Achievement criteria
Diagram:
Figure 2.2.1 Low Level diagram
Brief Description
The SALES Team will configure KPI i.e. KPI weightage, Achievement criteria before Quarter start.
Then it will go for approval by “Respective channel Approver” then for HR approval. After
approval by HR, KPI will be locked and ready to use. In case of any rejection of KPI from any
approval level, it will go back to SALES team.

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Initial Step-By-Step Description
1. Sales Teamcan configure KPI and submit to next level.
2. Sales Teamhas to configure all KPIs for a specificchannel for approval.
3. “Approver from respective channel” can approve/reject the KPI.
4. HR can approve/reject/update+reject KPI.
5. In case of approval/rejection all KPI fromthat specific sales channel will be
approved/rejected.
6. In case of any KPI rejection from any stage it will go to the first stage.
7. After HR approval, KPI will be locked.
8. Without KPI Approval for a specificchannel systemwill not be able to go for further
process for automation.

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2.2.2 HR
KPI Approved/Reject after required modification.
Diagram:
Brief Description
HR gets KPI which set by sales team after it is approved by “Respective sales approver”. HR can
approve/reject or update+reject it.
1. HR can view KPIs which is set by sales team and approved by respective sales approver.
2. HR can approve KPIs or reject it.
3. If need HR also can update KPI. In that case HR have to reject KPIs of that sales channel
after modification.
4. After HR Approval, KPI will become locked.

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2.2.3 RESPECTIVE SALES FUNCTION
Set Target at Individual Level
Diagram:
Brief Description
Respective Sales Function will Set “KPI wise Target” at Individual Level.
1. Respective Sales Function can set KPI wise target at Individual Level monthly.
2. “Approver from respective channel” can approve/reject the target.
3. FP&A can approve/reject Target at Company Level.
4. In case of any Target rejection fromany stage it willgo to the first stage.
5. After FP&A approval, Target will become locked.

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2.2.4 FP&A
Validate target at company level and after that Approve/Reject.
Diagram:
Brief Description
FP&A will approve/reject Target at company level which is uploaded by Respective Sales
Function and approved by “Approver from respective channel”.
1. Respective Sales Function can set KPI wise target at Individual Level, FP&A will get this at
Company Level.
2. FP&A can approve/reject Target at Company Level.
3. After FP&A Approval, Target will become locked.

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2.2.5 RA
RA interacts with quarter end result and incentive calculation.
Diagram:
Brief Description
RA will check incentive calculation after quarter end. RA will validate the achievement and
incentive data with other data sources and verify the system’s processed data for further
stages.
1. Validate quarterly “Target vs. Achievement with Incentive” report.
2. Approve/Reject “Target vs. Achievement with Incentive” report according to
validation.
3. RA will only validate “Target vs. Achievement with Incentive” calculation as per given
setup to system. RA will not validate any other information such as KPI or Target. RA
will forward only technical issue to IT team to resolve.
4. For Rejection Interact with IT team for resolve issue.
5. After proper validation and correction if done by RA will approve and then it will be
forwarded to “VPeople” for further process.

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2.2.6 RESPECTIVE CHANNEL APPROVER
KPI/Target Approve or Reject.
Diagram:
Brief Description
“Respective Channel Approver” gets KPI/Target which set by authorized user. “Respective
Channel Approver” can approve/reject it.
1. Respective Channel Approver can view KPIs/Targets which are set by sales team.
2. Respective Channel Approver can approve KPIs/Targets or reject it.

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2.2.7 IT
IT team interact with RA.
Diagram:
Brief Description
RA checks incentive calculation after quarter end.
1. Clarify the observation of RA.
2. Take steps (if needed) after checking the observation.
3. Send back to RA after proper clarification/correction needed.
4. IT will resolve technical issues only.

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2.2.8 VPEOPLE
Data Collect through API.
Diagram:
Brief Description
VPeople request to system for quarter end result.
1. System will share Target vs. Achievement data and eligible incentive with
VPeople.

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2.3 KPI DETAILS
Sales Channel KPI CONDITIONS
B2B Business - Corporate
Account/Group Managers
Key & Medium Segment
Portfolio Revenue Growth target will be (? %)
Gross Add
1. C&C and Postpaid connection with min BDT
(?) Usage
2. M2M and Data Connection with min BDT
(?) Usage
3. Reactivation will be considered as GA
4. 1 Postpaid Connection will be considered as
= (?)GA
5. 1 GA from Potential Account will be
considered as = (?)GA
6. 1 Postpaid GA from Potential will be
considered as = GA
7. 1 MNP will be considered as = GA
8. 1 M2M and Data connection will be
considered as = (?)GA
9. 1 Device Sale will be considered as = (?)GA
10. SAF Mandatory for activation and GA
Calculation
Churn Target Churn Target will be (?%) decrease
Collection Target Minimum Collection will be (?%) of Target
Handset Minimum threshold 75%.
B2B Business - Corporate
Account/Group Managers
B2G Segment
Gross Add
1. C&C and Postpaid connection with min BDT
(?) Usage
2. M2M and Data Connection with min BDT
(?) Usage
3. Reactivation will be considered as GA
4. 1 Postpaid Connection = (?)GA
5. 1 GA from Potential Account = (?)GA
6. 1 Postpaid GA from Potential = GA
7. 1 MNP = GA
8. 1 M2M and Data connection = (?)GA
9. 1 Device Sale = (?)GA
10. SAF Mandatory for activation and GA
Calculation
Revenue Target Cumulative rev. per quarter based on BDT
(?)/Month
New Business target
Network Activity 1. (?) and above days presence in the network
2. (?)pp increase month on month
B2B Business - Corporate Account
Managers
SME Segment
Gross Add 1. Minimum BDT (?) Bundle/Usage per month
2. Postpaid connection will be considered as
GA from Day one
3. Reactivation will be consider as GA
Data Recharge
Others (MIFIs, ICT
Solutions)
(?)/Month

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B2B Business - Regional B2B Managers
SME Segment
Gross Add 1. Manual SAF clearing by (?)th of the
following month
2. ETSAF Correction within (?)hrs.
Data Recharge
Others (MIFIs, ICT
Solutions)
(?)/Month
MONOBRAND –
Monobrand Operations Senior Managers
Quality GA 1. Manual SAF clearing by 14th/(?) of the
following month
2. ETSAF Correction within 72hrs/(?)
Device
Recharge
Store P&L (?%) Store should be profitable
NPS
CFL
Invt
Mystery Visit
Health check
MONOBRAND –
Monobrand Operations Senior Executive
& Executives
Quality GA 1. Manual SAF clearing by (?)th of the
following month
2. ETSAF Correction within (?)hrs.
Recharge
Device
Inventory Mgt.
Store P&L (?%) Store should be profitable
NPS
CFL
Mystery Visit
Health check
B2C Sales & Distribution
Gross Add
1. (? %) of E-Registration must be vetted and
accepted by (?)th of following month
2. SIMs with > tk (?) paid usage must be (?%)
of total activation within (?) days of activation
EV secondary + SC
DD lifting
EV data pack upsell
Deno Recharge Deno Recharge should be configured here.
DSSO
DLSO ?% strike rate is qualifying criteria.

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2.4 REPORT AND DASHBOARD SPECIFICATION
1.4.1 BASIC REPORT FORMAT FORALL SALES CHANNEL:
This report will be exported as of different scenario i.e. zone wise, employee wise, company
wise as per the user role. System will not provide any kind BI report. Report sample is given
below:
1.4.2 Dashboard:
Individual dashboard sample:
2.5 USER DOCUMENTATION
As a part of the system itself user documentation will be provided which will give an overview
of the system. It will include the full description about the product. The users will get the
opportunity to use the system without having any trouble. Tasks are listed alphabetically or
REGION CLUSTER EMPLOYEEID GA_TARGET GA_COUNT
GA_ACHIEVEME
NT
AIRTIME_TARG
ET
AIRTIME_AMOU
NT
AIRTIME_ACHIEVE
MENT
ELIGIBLE_INCENTIVE_A
MOUNT

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logically grouped often using cross referenced indexes which helps the users to know exactly
what sort of information they are looking for.
2.6 ASSUMPTIONS AND DEPENDENCIES
 Each user must have a valid user id and password.
 Server must be running for the systemto function.
 Users must log in to the system to access any record.
 According to the role users can view/modify record at their access level.

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3. REQUIREMENT SPECIFICATIONS
3.1 FUNCTIONAL REQUIREMENTS
3.1.1 PROCESS WORKFLOW
 B2B, B2C & MONOBRAND will configure their own KPI, weightage, Achievement Criteria
etc.
 System will collect this data and send to the HR for validation and approval after
respective sales channel approver.
 HR validates, Update these KPI and approve/reject/update+reject. Approved KPI are
locked for the next process and rejected KPI’s are sent to the sales team for
modification.
 Respective Sales Function team set KPI wise target at individual level and send to FP&A
for validation.
 Individual level uploaded target will be shown as summary to FP&A at company level for
validate/approved/reject.
 Approved target data are locked for the next process and rejected target data are sent
for the sales function team for modification.
 System processes these data for calculating sales incentive for the next quarter.
 Quarter end result (Target vs. achievement) and incentive data sent to the RA for
validate quarterly target vs. achievement report with some secondary data.
 RA shared the observation to sales reporting team/IT for clarify the observation.
 After validate by RA, VPeople Collect this data by API for next process.
 In case of KPI modification after it has already been locked it is needed to initiate by
Sales team. In that case new KPI also need to follow same approval flow.
 In case of Target modification after it has already been locked it is needed to initiate by
Respective sales function. In that case new target also need to follow same approval
flow.

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 In case of KPI modification after it is locked, at the middle of a quarter new calculation
will be activated from that month to the end of the quarter. In case of target
modification new calculation will be applied for that month only.
 KPI should be configured quarterly and target should be set monthly.
Figure 3.1.1 Process Flow

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3.1.3 USE CASE DIAGRAM
Figure 3.1.3 Use Case Diagram

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3.1.4 USE CASE SCENERIO
Use case of the different processes is shown below:
Name Configure KPI(Initiate)
Primary Actor
Secondary Actor(s)
Sales Teamof B2B, B2C and Monobrand
Pre-conditions User must be authorized.
Process Application need to perform the following steps:
1. Select “Configure KPI Entry” from home page
2. KPI Configure form will be displayed
3. Select Quarter from dropdown list.
4. Select Sales Channel from dropdown list.
5. Select KPI from dropdown list.
6. KPI wise configuration field will be displayed.
7. Configure KPI Information like KPI weightage, achievement
criteria and other KPI wise condition (mentioned in KPI
detail table).
8. Select “Add” button and view this configuration data
9. For setting another KPI, this process will continue from step
3
10. Now we have a list of KPI selected for next quarter and next
step validation.
11. Finally Save/Submit for next stage.
Main Success Scenario KPI records added to the system and displayed list of KPIs.
Post-Condition Sales team will get a success message
Extension Scenario 1. Validation Error
2. Internal Error.

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Name Validate KPI(Approve)
Primary Actor
Secondary Actor(s)
Respective Channel Approver,
HR
Pre-conditions 1. Must be authorized
2. Set KPI by sales team
1. Select Channel wise KPI from UI.
2. View Details of KPI such KPI weightage, Achievement criteria etc.
3. Update KPI if needed.
4. Approve/Reject/Update+Reject KPI with a short remarks.
Main Success
Scenario
HR will get a success message for their approval/rejection.
Post-Condition Sales team get an approval/rejection message for their KPI
Extension Scenario 1. Validation Error.
2. Internal Error.

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Name Target Upload
Primary Actor
Secondary
Actor(s)
Respective sales person
Pre-conditions 1. Must be authorized.
2. Must be approved KPI.
 Select “upload target”.
 Select Sales channel like B2B, B2C and Monobrand from dropdown
list.
 Select KPI.
 Select Quarter.
 Select Month.
 Upload KPI wise individual target file in predefined format (In excel
format) with columns of EmployeeId and Count/Amount.
 Select “Upload” button.
Main Success
Scenario
KPI wise target is uploaded to the system.
Post-Condition Respective Sales Person gets a success message.
Extension
Scenario
1. Internal Error
2. Validation Error.

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Name Validate Target
Primary Actor
Secondary Actor(s)
Respective Channel Approver,
FP&A
Pre-conditions  Must be authorized
 Must be uploaded target by KPI
1. View Company wise KPI target.
2. View summary report of KPI target.
3. Approved/Reject KPI wise target with a short remarks.
Main Success
Scenario
FP&A will get a success message for approval/rejection.
Post-Condition Respective Sales Person will get an approval/rejection message for their
KPI wise target.
Extension Scenario 1. Internal Error.

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Name Validate Target vs. Achievement report
Primary Actor
Secondary Actor(s)
RA
Pre-conditions Quarterly end result and incentive.
1. View Channel wise Target vs. Achievement and Incentive
report data.
2. Share and clarify the observation with sales reporting
team/IT if needed.
3. Validate and Approve/Reject quarterly target vs.
achievement and incentive report.
Main Success Scenario RA will get a success message for approval/rejection.
Post-Condition Quarterly end result (target vs achievement) and incentive are
complete

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Name Report Generate
Primary Actor
Secondary Actor(s)
Employees, LM, HOD
Pre-conditions User must be authorized.
1. User can view their own dashboard with summarize data
according to their role.
2. User can download their target vs. achievement report data
according to their role.
3. Authorized users can view report data from team level.
4. Authorized users can view report data from enterprise level.
5. Authorized users can view report KPI wise.
6. These operations will be done by “generate report” button.
Main Success Scenario Get a success message for generate report.
Post-Condition Generated Report with user perspectives
Name Data Collection to HR system
Primary Actor
Secondary
Actor(s)
VPeople
Pre-conditions  Quarterly end result and incentive
Process Quarterly end result (target vs achievement) and incentive calculation data
after RA Approval will be shared with “VPeople”.
Main Success
Scenario
Post-Condition VPeople get the data
Extension
Scenario
1. System will show an “Internal error occurred. Contact with system
administrator.” message.

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3.2 NON-FUNCTIONAL REQUIREMENTS
There are requirements that are not functional in nature. Specifically, these are the constraints
the system must work within.
3.2.1 PERFORMANCE REQUIREMENTS
 The system will accommodate high number of items and users without any fault.
 Responses to view information will take no longer than 5 seconds to appear on
the screen.
3.2.2 SECURITY REQUIREMENTS
All the administrative and other users have unique logins, so system can understand who is
logged in to the system right now no intruders allowed.
3.2.3 SOFTWARE QUALITY ATTRIBUTES
 Availability: The system will be available all the time.
 Maintainability: The ability to maintain, modify information and update fix
problems of the system.
 Usability: Software can be used again and again without distortion.
 Accessibility: Administrator and many other users can access the system but the
access level is controlled for each user according to their work scope.
 Accuracy: The reliability on the information/output. Can depend/be sure of the
outcome.
APPENDIX A:GLOSSARY
KPI Key Performance Indicator
CAM Corporate Area Manager
GM Group Manager
ZM Zonal Manager
TO Territory Officer
ACM Area Corporate Manager
RCM Regional Corporate Manager
GA Gross Add
RSO Retail Sales Officer

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