Quota Planning
The quota planning page allows sales managers to define quota values for each quarter for directly assigned employees and organizational units. Sales managers can then define the quotas for the next lowest level and transfer the planning to the sales manager on the next lowest level of the organizational hierarchy. Sales managers can also plan quota at a detailed level, or set monthly quota distribution.
Sales quotas are shown as target lines in the following pages:
Target to Date
Closing Date
Sales Pipeline
The totals are calculated for the year.
You can use the Organizational Model to filter available products and product categories for quota planning.
You have defined the following in Customizing for Customer Relationship Management
:
Fiscal year variants for pipeline performance management (PPM) under .
The fiscal year variant that you would like to use to convert an existing quota plan based on the calendar year under .
Whether your PPM planning is based on the calendar year or a fiscal year under .
Products and categories available for quota planning under .
Sales managers can view the organizational hierarchy up to their level. They cannot view levels that are parallel or above their own.
When the sales manager selects an organizational unit, a list of organizational units and employees is displayed.
The first line contains the quota for the entire organizational unit.
The second line contains the total of all quotas contained in the lines that follow. These are the individual quotas that the sales manager sets for their organizational units and employees. In theory, this number should match the quota from the first line, however a sales manager may deliberately under-plan or over-plan.
Note
The total is calculated when you press Enter.
Empty fields mean that nothing has been planned yet for an employee. The value 0.00 indicates that no sales are expected from the employee or organizational unit.
Sales managers can assign only one value to each user, regardless of whether they hold several positions or have multiple assignments in the sales organization.
In cases of major reorganization, sales managers must redo the planning.
Sales managers access detailed quota planning from the quota planning page by clicking the Edit
icon in the Actions
column. They use detailed quota planning to set quota targets by any of the following means:
Total sales volume
Product sales volume
Product category sales volume
Product units
Product category units
Note
The products and product categories available for quota planning are determined in Customizing.
When setting quota, sales managers can also have the system generate quota automatically. This is done by calculating new figures based on quota figures for the previous year, incremented by the planned growth rate.
Sales managers can determine how quota is distributed for each month of the quarter. This makes it possible to view monthly quota on the Target to Date
and Closing Date
pages.
Access Quota Planning
under More
in the toolbar section of the Target to Date
, Closing Date
, or Sales Pipeline
pages.