Sales Planning Detailed View. SAP Enhancement Package 1 for SAP CRM 7.0 CRM Sales - SFA

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Sales Planning

Detailed View

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1. Overview of Sales Planning

2. Key Features of Sales Planning

3. Architecture

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SAP CRM Sales Planning – Benefits

You benefit from:

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Best-practice expertise in bottom-up/top-down planning

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Hierarchical and collaborative planning

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Ready-to-go business content

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Planning analytics and rolling sales forecasts

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Tools such as:

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Planning simulation

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Review management

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Planning work lists

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SAP CRM Sales Planning

CRM Sales Planning enables sales managers to:

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Enter sales targets at any required dimension, such as:

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Territory

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Customer or customer group

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Product or product category

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Time (monthly, quarterly, or annually)

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Benefit from aggregated information from account or opportunity planning

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Automatically distribute sales targets to sales executives

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Use a wide range of planning-related analytics to improve accuracy

of predictions and forecasts

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Analyze customer profitability

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Plan and Communicate Your Sales Targets

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Plan your targets using multiple dimensions and key figures

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Communicate your targets to the entire field using offline account & opportunity planning

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Use advanced planning methods and layouts to distribute and refine your targets

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Sales Planning and the Sales Management

Cycle

Strategic planning for

sales and marketing

„ Objectives

(what, where, to

whom)

„ Goals

(market share, profit,

revenue)

„ Strategy

(leadership, market

penetration)

Sales

analytics

Sales

„ Leads

„ Activities

„ Opportunities

„ Quotations

„ Orders

„ Contracts

Key account

management

Territory

management

Operational

„ Demand forecasts

„ Resources

„ Sales tasks

(what, where, to whom)

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Business Scenarios – Roles

The Strategic Planner observes the market and competitive trends to

identify sales potential. Formulating transparent strategies and

communicating them within the entire enterprise are the primary

goals.

Sales Managers are responsible for managing a team of sales

employees and ensuring that the team meets their sales targets.

They translate strategies into operational targets and budgets for the

team, monitor and analyze sales performance, and thereby conduct

performance reviews at team and Sales Representative level.

Sales representatives are responsible for maintaining customer

relations and selling products and services. They plan and forecast

sales for their area of responsibility based upon their Accounts,

Products, Territories, etc. and have to meet their given sales targets.

Sales representatives need operational data and transactional

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Business Scenario

Sales Manager

Sales Employee

Global

Target Setter

Organizational

Structure

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Planning on Hierarchical Structures

Organization

Sales

Organization

Sales Office

Sales

Organization

Sales Office

Sales Office

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Planning Process Control: Top-Down,

Bottom-Up & Counter Current Process Planning

Regional Sales

• by Customer

• by Product

Sales Unit

• by Region

• by Month

• Revenue

• ‚Wallet Share‘

of Customers

• by Business Unit

• by Quarter

• Profitability

• Market Share

Enterprise

• Revenue

• Sales Activities

Sales Manager

Executive

Sales Representative

Top-Down: Aligning Performance & Activity Metrics with Corporate Goals

Sales Manager

Executive

Sales Representative

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Integrated Sales Planning

Integrated Planning

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Coordinated marketing, sales, and service plans

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Closer integration with the supply chain to prevent hiccups in production

Improved Use of Analytics

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Leverage analytics to gain optimum understanding

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Gain insight into the past and accurately predict the future

Automated Top-Down and Bottom-Up Planning

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Distribution of sales targets to the field

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Aggregation of account and opportunity plans for strategic planning

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Automated follow-up activities for review and adjustment

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1. Overview of Sales Planning

2. Key Features of Sales Planning

3. Architecture

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Features of Sales Planning – Sales Plans

Planning layouts

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Sales managers plan targets broken down by product, territory, or customer.

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Plans can contain pre filled information from past revenue, forecast sales for the current

year, or known costs.

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Planning tools automatically calculate total profits, costs, and contribution margin.

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Sales Planning – Plan / Actual Analyses

Plan/Actual Analyses

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Enable sales teams to review their progress in achieving sales targets

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Can be used to alert sales managers if there is a revenue shortfall against the target

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Provide source information for basis of future plans

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Comparison of sales targets, expected sales revenue from opportunities and actual sales

revenue in one view

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Features of Sales Planning – Embedded

Planning

Embedded Planning enables users to access types of

sales plans as part of their operational tasks

Opportunity Planning

enables sales executives to plan and monitor large sales

projects in detail.

Account Planning

enables account executives to plan revenue, volume, and

trade spends in detail by account.

Information from opportunity and account planning can be

aggregated

upwards

for inclusion in the overall sales plan.

SAP CRM contains:

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1. Overview of Sales Planning

2. Key Features of Sales Planning

3. Architecture

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Sales Planning –

Integration Between BW-BPS and CRM

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CRM Sales Planning provides access to all BW-BPS planning layouts, tools, and functions

on the CRM server.

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Planning, budgeting, and forecasting are combined with monitoring and analysis functions

in one software package.

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Specific features of BW-BPS include:

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Top-down planning and bottom-up contribution with a rich set of planning functions

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A planning framework that lets you create and maintain planning models

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A user interface for manual planning and analysis

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Sales Planning – Architecture

SAP NetWeaver

SAP Enterprise Portal

SAP CRM Application Server

Opportunity

Planning

CRM / BW Mapping

SAP BW

BPS Planning Workbench

BPS Layouts

Master Data

Plan Data

Account

Planning

Marketing &

Campaign Planning

SAP BW BPS

Sales Planning &

Forecasting

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Sales Planning – System Landscape

SAP NetWeaver

SAP BW

(SAP Enterprise Portal - optional)

SAP CRM WebClient UI

SAP CRM Application Server

Planning Services

Enhanced

Layouts

BADIs

BW-BPS Planning Objects

(layouts, functions, and folders)

Master Data

Plan Data

Responsibility

Management

Transport Layer – RFC

Alternative Front-Ends

Excel Inplace ALV Grid

HTML

Sales Planning and

Forecasting

Responsibilities

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Planning Platform

BW-BPS: Business planning and simulation. Component from BW, that provide

flexible tools for creating planning applications

Planning layout: Layout defined using BW-BPS to handle planning data

Enhanced Planning layout: Planning layout enhanced using CRM planning services

tools

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Drill-downs

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Local top-down distribution

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Locking

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Display/hidden keyfigures

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Exit for special selections

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Calculated keyfigures

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Planning Layout Customizing

Five steps to set up an enhanced planning layout

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BW data modell: Define transactional InfoCube with characteristics and key figures required

for planning & analysis

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BPS planning environment: Design planning area, planning levels, planning packages,

planning layouts, planning profiles

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Enhanced Layouts: Enhance planning layouts with calculated key figures and drill-downs

Following steps are only required for CRM Planning Applications

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CRM/BW Mapping: Maintain mapping in CRM to enable CRM <-> BW synchronization

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Planning Profile Assignment: Assign planning profiles to CRM object to connect the BPS

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1. Overview of Sales Planning

2. Key Features of Sales Planning

3. Architecture

4. Further Information

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Further Information

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SAP CRM - Ramp-Up Knowledge Transfer (RKT)

http://service.sap.com/rkt-crm

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SAP CRM – Demo Portal

http://crmportal.wdf.sap.corp:1080

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SAP CRM – WiKi

https://wiki.wdf.sap.corp/display/SAPCRMHub/Home

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SAP CRM - Help Portal

http://help.sap.com/crm

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SAP Service Marketplace

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