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Function documentationQuota 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.

Integration

You can use the Organizational Model to filter available products and product categories for quota planning.

Prerequisites

You have defined the following in Customizing for Customer Relationship Management:

  • Fiscal year variants for pipeline performance management (PPM) under Start of the navigation path Transactions Next navigation step Settings for Opportunities Next navigation step Pipeline Performance Management Next navigation step Maintain Fiscal Year Variant End of the navigation path.

  • The fiscal year variant that you would like to use to convert an existing quota plan based on the calendar year under Start of the navigation path Transactions Next navigation step Settings for Opportunities Next navigation step Pipeline Performance Management Next navigation step Define Calendar Year to Fiscal Variant Conversion End of the navigation path.

  • Whether your PPM planning is based on the calendar year or a fiscal year under Start of the navigation path Transactions Next navigation step Settings for Opportunities Next navigation step Pipeline Performance Management Next navigation step Define Planning Period Type End of the navigation path.

  • Products and categories available for quota planning under Start of the navigation path Transactions Next navigation step Settings for Opportunities Next navigation step Pipeline Performance Management Next navigation step Define Product and Category Filtering for Quota Planning End of the navigation path.

Features

Organizational Hierarchy

Sales managers can view the organizational hierarchy up to their level. They cannot view levels that are parallel or above their own.

Quota Planning

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 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.

End of the note.
Detailed Quota 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 Note

The products and product categories available for quota planning are determined in Customizing.

End of the note.

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.

Monthly Quota Distribution

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.

Activities

Access Quota Planning under More in the toolbar section of the Target to Date, Closing Date, or Sales Pipeline pages.