Settings for Sales Target Planning 

Purpose

If you would like to set up Sales Target Planning independently of the delivered example scenario, you need to make the settings described in this section. You make some of these settings in the BW-BPS Planning Environment, and others using the Planning Services belonging to CRM Analytics. To enable you to follow the steps in the system using the example scenario, some of the steps refer to the name of the respective object in the example scenario.

Process Flow

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       1.      In the planning environment, create a planning area for sales planning.

The delivered example scenario uses the planning area sales planning (4CRMSP01).

       2.      Create a planning level for the planning area. For those characteristics that are to be used to specify the responsibilities of the individual planners, set the Selection in Package indicator.

       3.      Create planning functions for the planning level (see Planning Functions, Predefined Planning Functions, and Business Planning Functions). Do not create any planning packages. Instead, use the ad hoc package. This is necessary for structuring the worklist by responsibilities.

       4.      For manual planning, create a planning layout.

For more information about the procedure for creating planning areas, planning levels, planning packages, and planning functions, see Setting Up the Planning Architecture.

       5.      Create a planning folder under Business Planning and Simulation ® Planning Content ® CRM Analytics ® Planning Services ® Customizing for Planning Folders. Note the following:

All layouts in a planning folder need to have a similar structure. This means that, whereas a layout can contain more or less characteristics than another layout, the layouts should not contain different characteristics.

The delivered example scenario uses the following planning folders:

·         Global Sales Targets

·         Sales Manager

·         Sales Employees

       6.      In the planning environment for the planning area, create variables for defining worklists and assign the values to the individual planners who are responsible for those values.

       7.      Select the planning area under Business Planning and Simulation ® Planning Content ® CRM Analytics ® Planning Services ® Select Planning Area.

You execute automatically for this planning area all of the settings described below that you make in the transaction Settings for Planning Services.

       8.      Choose Business Planning and Simulation ® Planning Content ® CRM Analytics ® Planning Services ® Customizing.

       9.      Under Origin of the Responsibilities, select the variables that you created in step 6.

   10.      Specify the hierarchies for sales planning (see Specifying Hierarchies).

   11.      To have the correct units of measure selected flexibly and automatically for sales planning, you can make additional settings under Units of Measure (see Units of Measure Specific to Characteristic Values).

   12.      If you want to change the planning layout display and include additional calculated key figures, for example, enhance the planning layout accordingly (see Enhancing the Planning Layout).

   13.      Test the settings under Complete Test.

   14.      If you would like to perform sales planning from within SAP CRM, make the settings described under CRM Analytics ® Settings for Calling Up Sales Planning in SEM in the Implementation Guide for SAP CRM.

Result

When a given planner executes sales target planning, the system first determines the planning folders. A user-specific worklist is generated for each planning folder on the basis of the settings made (see also Structuring the Worklist by Responsibilities). By selecting a task in the worklist, the corresponding planning layout is called up and the planner can enter his/her planning figures there.