Planning Global Sales Targets 

Use

The first steps in the delivered example scenario for sales target planning relate to planning global sales targets. First of all, strategic targets are planned by top management, and then middle management - the individual sales managers - break down these planning figures to a more detailed level.

Prerequisites

SAP delivers much of the Customizing to enable you to use the example scenario; this is essentially three planning folders. However, some settings cannot be delivered. You have to make these settings:

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       1.      Master data, transaction data, and external hierarchies are all delivered for the example scenario. You need to load this data in the InfoCube. You do this in the SAP menu by choosing Business Planning and Simulation ® Planning Content ® CRM Analytics ® Planning Services ® Customizing ®  Example Data.

       2.      In the example scenario, variables for the definition of worklists are used for maintaining responsibilities. These variables dictate how the system generates the worklists for the respective planners (see below). You need to assign users to these delivered variables in your system. You do this for the planning area Sales Planning in the Variables tab page. You can identify the relevant variables by their descriptions, which starts with Responsibilities:

 

In the example scenario, the first step for sales target planning ‑ copying actual data to the planning InfoCube ‑ is only simulated with the delivered example data. If you would like to copy correct actual data from an SAP BW InfoCube, you first have to link the characteristics in the sales planning area to hierarchies in SAP BW (see Specifying Hierarchies). Note also the settings in the planning level Data Adjustment: Plan->Actual.

Procedure

Planning Global Sales Targets

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       1.      Set the planning area Sales Planning (4CRMSP01) under Business Planning and Simulation ® Planning Content ® CRM Analytics ® Planning Services ® Change Planning Area.

       2.      Choose Business Planning and Simulation ® Planning Content ® CRM Analytics ® Sales Planning ® Execute.

In the Execute Sales Planning screen, you can choose pushbuttons to access the planning folders for the planners involved in the planning process.

       3.      Choose the Global Sales Targets pushbutton.

Your worklist appears on the left of the screen, containing planning tasks that allow you to call up the entry screens for your planning figures.

       4.      Choose a task from the worklist.

A planning layout is then called up in Microsoft Excel on the right of the screen.

       5.      Enter and maintain your plan data. To do so, you can use the planning functions accessible from the pushbuttons.

       6.      Save your plan data and leave the planning layout (for example, by calling up another element from the worklist).

       7.      When you have completed the planning tasks in the worklist, leave planning.

When you leave planning and have saved your data, it is then distributed automatically top-down to the next level. This automatic distribution has been set up for the example scenario in Customizing for the planning folder.

Setting More Detailed Global Sales Targets

Once the global sales targets have been planned, the sales managers receive the sales plan. In principle, sales managers proceed in the same way as those responsible for the global sales targets, with the only difference that sales managers execute the Sales manager planning folder. When the regional managers have completed their planning tasks, their plan data is in turn distributed top-down to the next level.

Result

The sales targets from top and middle management are complete. The sales employees can now perform their tasks for operational planning (see Planning Performed by Sales Employees).