Sales Planning

Sales Planning offers you the ability to define and monitor sales targets.

Sales Planning offers you the ability to define and monitor sales targets. It promotes seamless monitoring of sales targets, forecasts, and revenues and also allows you to create new sales plans. This is an optional feature forSAP Cloud for Sales. You have the option of activating this feature based on your organization’s requirement.

Your organization has decided to enable sales planning in your project scope.

You have to enable this feature to include this in your scope. Enabling sales planning enables the following features:

  • Communication for Sales Planning

    This allows you to set and measure sales revenue targets for a specific time by salesperson, product, product category, and account. This is relevant for companies who want to set and measure sales targets over a certain period of time.

  • Reporting and Analytics for Sales Planning

    This includes data sources and reports for monitoring and measuring sales revenue targets for an employee, manager, and an opportunity.

Navigation

Scoping

Sales Planning

Choose Start of the navigation pathBusiness Configuration Next navigation step Implementation Project Next navigation step Edit Project Scope Next navigation step Sales Next navigation step Sales Planning (End of the navigation pathSAP Cloud for CustomerStart of the navigation path)End of the navigation path

Once you have checked the appropriate Sales Planning checkbox in scoping, choose Save Draft and exit Edit Project Scope.

You have now completed scoping Sales Planning in SAP Cloud for Customer. This enables the Sales Target Planning tab under the Sales work center. Your next step is to create a sales plan.

Creating a Sales Plan

To create a new sales plan:

  1. Choose Start of the navigation pathSales Next navigation step Sales Target Planning Next navigation step NewEnd of the navigation path.

  2. On the New Sales Target Plan screen, under the Set General Properties tab, enter the necessary data - such as Sales Unit, Horizon From/To, Plan Name, and Currency. Then choose Next.

  3. Specify the granularity of your plan on the Select Planning Dimensions tab. You can select the accounts, employees, product categories, and products that you want to be shown in the plan. You can also select the planning items to be planned, for example, certain employees, accounts, or products. Then choose Next.

  4. You can enter a description for the active version or you can create a new version on the Manage Plan Versions tab. Then choose Next.

  5. On the Copy Target Data tab, first choose the plan data from existing sales plans that are created for the corresponding sales units in general data and the selected planning dimensions and time period that should be taken into account. Then select the plan version into which the data should be copied. You can copy the data from the preceding sales plan into your plan version to get a basis for your planning. Choose Refresh to display the result in the Preview area.

  6. On the Review screen, review your entries.

  7. To confirm your changes, choose Finish.

  8. On the Confirmation screen, you can open the plan data in Microsoft Excel® or close the wizard.

  9. You also have the option of copying data from an existing sales plan and creating a new sales plan. The Copy button will allow you to do this.

Editing a Sales Plan Structure

You have the option of editing a Plan Structure or editing a Plan Data in Excel.

To edit a plan structure, select the plan from the list and open it.

  1. On the Sales Target Plan Overview screen, choose Edit and then Plan Structure.

  2. Proceed through the tabs and edit data as required.

  3. Once you complete editing, Save and Close.

To edit a plan structure in excel, select the appropriate plan, and then choose Edit and then Plan Data in Excel.

  1. The sales targets are opened in Microsoft Excel. Now you can adjust the targets for your planning horizon.

  2. To show or hide dimensions, open the View pane. To this end, choose the SAP Cloud for Customer tab, find the View area, and choose Change the Current View of the Report.

  3. Select a desired dimension and drag and drop it to the rows and columns as necessary.

  4. You can also define how the data should appear on the user interface for each planning dimension by selecting the row or column label in the panel and changing the selections underneath.

  5. Enter your sales targets in the plan.

  6. After you have finished the planning, to recalculate the planning data in the workbook choose Refresh on the SAP Cloud for Customer tab in the Microsoft Excel ribbon.

  7. To finalize the planning, save your data by choosing Save All on the SAP Cloud for Customer tab.

Activating a Sales Plan

  1. Select the sales target plan under Start of the navigation pathNew Next navigation step Sales Target PlanningEnd of the navigation path.

  2. Select Start of the navigation pathChange Status Next navigation step ActiveEnd of the navigation path.

    The plan is now activated.