Sales Planning
Purpose
This business scenario provides the necessary tools for the strategic management of sales. It enables sales managers and their teams to plan their sales targets at different 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.
Prerequisites
You can implement this business scenario with different releases of the relevant application components. However, only certain combinations are valid. For more information, see:
· SAP CRM Master Guide on SAP Service Marketplace at http://service.sap.com/crm-inst
· Scenario & Process Component List on SAP Service Marketplace at http://service.sap.com/scl
Make sure that the following settings have been made:
● In transaction Assign RFC Destinations for Synchronous Method Calls (BD97), a Business Application Programming Interface (BAPI) connection has been created to the BI system.
● In transaction Maintain Services (SICF), the UPX_EXEC2 service has been activated.
● Your user has been assigned to the appropriate variable in the planning area 4CRMSP01 depending on the planning you want to perform. This can be done in the BI system using transaction Business Planning and Simulation (BPS0).
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