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Author's profile photo Sean Zhang

Getting Started with Manage Sales Plans in SAP S/4HANA

The Order to Cash is one of the most important processes in enterprise’s daily business, and multiple provisions in S/4HANA aim to tackle this.

SAP S/4HANA Sales provides the solution capability Order and Contract Management, which includes multiple provisioning.

Solution capability Sales Monitoring and Analytics provides monitoring and analytics features across all core sales processes, from quotations and contracts to sales orders and invoices, monitoring their fulfillment. It provides you with valuable insights and decision proposals in the form of insight to action, with seamless integration into transactional processes of sales documents and collaboration tools, such as SAP CoPilot.

One of the most important features in Sales Monitoring and Analytics is to enable the Sales Manager to manage sales plans and monitor sales performance.

You can use the Manage Sales Plans app to set targets for a combination of sales dimensions (such as sales organization, customer, and material). After that, you can use the Sales Performance – Plan/Actual app to see to what extent your targets are being achieved by comparing the plan and actual data. They’re embedded Fiori applications in SAP S/4HANA.

 

Manage Sales Plans

With this app, you as a sales manager can create, change, release, and display your sales plans. Moreover, you can display released sales plans created by sales employees who report directly to you. In a sales plan, you set sales targets on various dimensions for a planned period.

 

Sales Performance – Plan/Actual

With this app, you can compare planned and actual sales data on different dimensions, such as sales organization, customer, and material. By doing so, you can analyze to what extent your sales targets are being achieved and thus gain insights into your current sales performance.

 

Want to know more?

For more information, see SAP Help Documents. Should you have any questions, please leave a comment below or send me a message. Thank you.

 

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      17 Comments
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      Author's profile photo Michelle Crapo
      Michelle Crapo

      Order to Cash is one of the most important!  HA! I think everyone would say their process is the most important.

      You have to have a product before you can sell it!  😉 That said. I'm really glad you love your area.

      This is a nice start with Fiori examples, and links to important pages on sales contracts, plans, and more.

      Thank you!

      Michelle

       

      Author's profile photo Damodara H
      Damodara H

      Hi,

       

      Does S4 support sales order sales quote processes for Utility industries ?.

      Author's profile photo Sean Zhang
      Sean Zhang
      Blog Post Author

      Hi,

      Utility is part of S/4HANA OP, https://help.sap.com/viewer/p/SAP_for_Utilities

      Best Regards,

      Sean

      Author's profile photo F. IV-Functioneel Beheer
      F. IV-Functioneel Beheer

      Thanks for the blog.

      I'd like to implement this but I run into a blocking issue that the plan period type my customer is using is (Fiscal Year) Periods instead of months. Any change this can/might be added to the domain SALES_PLAN_PERIOD_TYPE in the future?

      Or would it be possible to extend/customize the app in this area?

      Author's profile photo Sean Zhang
      Sean Zhang
      Blog Post Author

      Hi,

      Currently, it's only supporting Year, Month, Quarter.

      If you could be more specific for the Fiscal Year scenario, we could also think about taking this into the standard solution by a proper way.

      Best Regards,

      Sean

       

      Author's profile photo Johannes Dechau
      Johannes Dechau

      Hi,

       

      is it possible to create PIRs from the sales plan?

       

      Best regards,

      Jo

      Author's profile photo Pavel Jaros
      Pavel Jaros

      Hello.

      I have exactly the same question, how to reach a functionality similar to Demand management of ECC (i.e. MD61 creation of planned independent requirement in q´ties)...

      If this can be combine somehow within the functionality of sales plan maintenance, because this process looks pretty good especially how easy is the plan maintenance handled (define dimensions, download template, fill and upload back and see the comparison plan/reality)

      Have you got any feedback

      Thanks and regards,

      Pavel

      Author's profile photo Sean Zhang
      Sean Zhang
      Blog Post Author

      It’s not directly possible to achieve that according to my knowledge.

       

      This feature is only provided in the latest S/4HANA Cloud and OP solutions.

       

      Best Regards,

      Sean

      Author's profile photo Constant MOUKOUBA
      Constant MOUKOUBA

      Dear Sean, Dear All,

      I do appreciate the your advise and work around.

      I have a couple of questions about Sales planning process in S/4 with BPC.

      Is there any document which explains how to run the sales planning app ?

      I want to customize a sales planning process with BPC but don't which pre-defined Hana view i can ?

      Any Hana view name on sales planning will be welcome.

      Regards,

      Constant

      Author's profile photo Sean Zhang
      Sean Zhang
      Blog Post Author

      Hi Constant,

       

      The Sales Planning applications are available in S/4HANA OP and Cloud, you could follow the scope item to know how it's working.

      https://rapid.sap.com/bp/#/scopeitems/1O0

       

      Up to now, we don't have a direct connection to BPC.

       

      Best Regards,

      Sean

       

      Author's profile photo Junaid Ali
      Junaid Ali

      Hi Sean,

      Hope you are well. Your work is very helpful and appreciable.

      Just one little query in this regard, is it possible that with this application we can create sales quantity wise planning? if yes then how it would be done? if no then please share any workaround.

      Thanks and Best regards

      Junaid Ali

      Author's profile photo Sean Zhang
      Sean Zhang
      Blog Post Author

      Dear Junaid Ali,

       

      The Quantity Planning is possible from S/4HANA Cloud 1908 and S/4HANA OP 1909.

      it's directly available in Application: Manage Sales Plan.

       

      Best Regards,

      Sean

      Author's profile photo Alexis Sanz
      Alexis Sanz

      Hi,

      I am getting this error:

       

      The file is too large to upload. Reduce the data to no more than 1000 rows.The file is too large to upload. Reduce the data to no more than 1000 rows.

       

      Any idea how to get rid of it? I do not see any note about it.

       

      Thanks

      Author's profile photo Sean Zhang
      Sean Zhang
      Blog Post Author

      Hi Alexis,

       

      Does your file include more than 1000 rows?

      if that's the case, and you also need to have a plan more than 1000 rows, you could request the feature in the SAP Customer Influence.

       

      Best Regards,

      Sean

      Author's profile photo Alexis Sanz
      Alexis Sanz

      Hi,

       

      Thanks for the answer.

      Yes it has more than 1000 rows, much more. And I am really surprised any company has a plan with less than 1000. Thats why I thought it was a bug in the program.

      I will try to find a workaround. While creating an OSS note.

       

      Thanks!

      Author's profile photo Tobiasz Zabiega
      Tobiasz Zabiega

      Hi Alexis,

      Did you manage to solve this issue?

       

      Best Regards,
      Tobiasz

      Author's profile photo Alexis Sanz
      Alexis Sanz

      Hi Tobiasz,

       

      Now way, SAP answered via OSS note, that it is as it is. So we created a Z table for it. With its related devs.

      I hope they realize this great app, it is useless for the 99% of the companies as it is, and they will enhance it, taking out the limitation.

       

      Regards.