Setting Up the Organizational Model 

Use

This procedure describes how to set up the organizational model for pipeline performance management (PPM), which also involves maintaining user roles and positions, and maintaining a default corporate currency.

The organizational model set-up is a prerequisite for sales managers to be able to plan quotas, plan and modify opportunity churn rates, and monitor their sales pipelines by sales team and organizational unit.

Prerequisites

●      The SALESPRO business role is assigned to a position to enable the PPM links for the assigned users in the navigation bar.

●      The unifying currency in PPM is used by default as the reference currency for sales with the organizational unit to which the position is assigned and which the user has currently chosen. The corporate currency in Quota Planning is the reference currency of the corresponding root organization.

●      PPM determines whether a user position is either a sales manager or sales representative by checking the Infotype Relations. If the relation of the user position to organizational unit is 012, then the user position is a sales manager.

Procedure

Assigning the Business Role

You make these settings in SAP GUI.

Assign the SALESPRO business role to all users in the ...

       1.      Go to Change Organizational Model (transaction PPOMA_CRM).

       2.      Search for the organizational unit.

       3.      Double-click on the organizational unit.

       4.      Select the organizational unit on the right side of the screen.

       5.      Choose Goto  ® Detail object  ® Enhanced object description.

       6.      In the Active tab page, select the row Business Role.

       7.      Then click Activate InfoType.

Maintaining the Corporate Reference Currency

 

...

       1.      Select the root organizational unit of your organization.

       2.      In the Details section of the root organizational unit on the Attributes tab page, select Sales from the dropdown box Attribute Maintenance Scenario.

       3.      Enter the correct country of your root organization.

       4.      Enter the correct reference currency for your root organization.

           5.       

Consistent entries for the corporate reference currency are very important for quota planning to work in PPM.

Setting Up the Organizational Model

...

       1.      In edit mode of the organizational model, select the relevant organizational unit.

       2.      Click New Position.

       3.      In the edit page for New Position, enter a description and code.

       4.      Select Head of own organizational unit.

       5.      Create the sales representatives who constitute the sales manager’s sales team.

You do this by completing steps one to three.

Do not click Head of own organizational unit.