Sales Planning 
Purpose
The business scenario variant Sales Planning provides the necessary tools for the strategic management of sales. It enables sales managers and their teams to plan their sales targets at differing levels, monitor sales continuously throughout the sales cycle, and adjust their sales plans accordingly. This type of ongoing “re-planning” ensures that sales targets are attainable and can be regularly re-aligned when necessary.
As of SAP BW 3.5, the planning takes place in the Business Planning and Simulation (BW-BPS) component of BW. This replaces the previous use of Strategic Enterprise and Management (SEM) for planning. The main advantage of using BW is that it is one platform for both planning and analytics.
Prerequisites
Business Partner |
SAP Application Component |
Configuration |
Vendor |
SAP CRM 5.0 SAP BW 3.5 SAP ECC 6.0 |
Use SAP Solution Manager. |
Process Flow
The business processes run as follows:
...
1. Sales Planning and Forecasting
3. Sales Pipeline and Funnel Analysis
4. Sales Performance Analysis in CRM