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Sales Target Planning with SAP C4C

SAP C4C is a next generation CRM software having mature Sales Target planning capabilities which covers almost all best practices of the Industry. Companies can implement Sales Target functionalities without additional cost along with powerful analytical reporting which can help in measuring different dimensions of Sales planning. SAP C4C also offers interactive dashboards and KPIs to help Sales team to measure the set targets. The solution is also accessible via mobile and in offline mode. Sales teams will be more efficiently equipped with all the critical information they need to optimize their sales funnel.

Sales Managers’ main objective is to increase sales effectiveness by setting up the sales targets and keeping sales team focused on achieving set goals.

In this blog post I’m going to talk about how to create new sales target plan. Let’s start with a bigger picture.

 

                                            Image Created by Abhinav Tikarya (Author)

 

Sales Target Planning is standard feature in C4C Tenant edition and can be activated in Project Scope under Sales –> Sales Planning and Forecasting –> Communication for Sales planning and also –> Reporting and Analytics for Sales Planning.

                                            Image Created by Abhinav Tikarya (Author)

 

                                            Image Created by Abhinav Tikarya (Author)

It allows the user to set measurable sales revenue targets for a specific horizon and dimensions like Territory, Account, Employee, Product Category, Product, Sales Unit and Account. Sales Manager can set the targets using dimensions for a specific horizon. Sales Manager can monitor and measure sales revenue targets for an employee comparing plan with the opportunities created by Sales employees.

Steps to create Sales Target plan

  1. Sales –> Sales Target Planning

Image%20Created%20by%20Abhinav%20Tikarya%20%28Author%29

Image Created by Abhinav Tikarya (Author)

 

2. Set the General Properties like Sales unit, Horizon (monthly, Quarterly, Yearly). Option to change the Employee responsible and Currency. Click “Next” button. * Only one plan for a certain sales unit and horizon is allowed.

Image%20Created%20by%20Abhinav%20Tikarya%20%28Author%29

Image Created by Abhinav Tikarya (Author)

 

3. Select the dimension checkbox/es to measure Sales Target: Territory, Accounts, Employee, Product Category, Product and Sales Unit.

Image%20Created%20by%20Abhinav%20Tikarya%20%28Author%29

Image Created by Abhinav Tikarya (Author)

 

4. Select the checked planning dimension and then click “Edit” button. Enter the dimensions  (Territory, Accounts, Employee etc.).

Image%20Created%20by%20Abhinav%20Tikarya%20%28Author%29

Image Created by Abhinav Tikarya (Author)

 

5. Manage Plan versions – Multiple versions can be added but only one version can be active at a time. Only Active version will be available for reporting once the plan is released.

Image%20Created%20by%20Abhinav%20Tikarya%20%28Author%29

Image Created by Abhinav Tikarya (Author)

 

6. Optional step to copy data from the preceding sales plan into your plan version to get a basis for your planning. Select the source data and the plan version into which the selected data will be copied. Then click “Next”.

Image%20Created%20by%20Abhinav%20Tikarya%20%28Author%29

Image Created by Abhinav Tikarya (Author)

 

7. Then click “Next” button to review properties and detailed dimensions. Then click on “Finish”

Image%20Created%20by%20Abhinav%20Tikarya%20%28Author%29

Image Created by Abhinav Tikarya (Author)

 

8. To enter Sales Target, click on excel icon under “Plan data” fields. An excel file will be              downloaded on the local machine. (SAP C4C Excel Add-in will be required).

9. Enter Sales target for each selected dimension.

Image%20Created%20by%20Abhinav%20Tikarya%20%28Author%29

Image Created by Abhinav Tikarya (Author)

 

10. When finished with the planning, click on “Refresh all” button under SAP C4C tab.

11. Click “Save All”.

12. Change the Status of Sales Plan to ‘Active’

Image%20Created%20by%20Abhinav%20Tikarya%20%28Author%29

Image Created by Abhinav Tikarya (Author)

 

13. Select the Sales Plan row, Sales Target will be displayed at the bottom

Image%20Created%20by%20Abhinav%20Tikarya%20%28Author%29

Image Created by Abhinav Tikarya (Author)

 

I hope the information provided in this blog post was useful to you. In case you are looking for more details on this topic you can find it on SAP documentation here. Please feel free to provide your feedback or ask question in the comments section and I’ll be glad to respond to you. Happy Learning!

 

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