Database Reference
In-Depth Information
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Incentive and commission management
: Provides the sales force with easy and accurate vis-
ibility into possible commissions and managing actual commissions
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Time and travel management
: Records working times, expenses, and managing travel costs
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Sales analysis
: Reports on the complete sales process ranging from territory management to
billing and provides analysis by region, area, territory, and key account level
8.2.2 Feature Details
SAP CRM Sales helps sales personnel to build trusted and long-term relationship with their
customers by providing the functionality they need to turn insight into action and acquire, grow,
and retain profitable relationship; companies can plan and analyze the entire sales life cycle,
find newer ways to speed up the sales cycle, uncover new areas of revenue potential, and deter-
mine new methods for enhancing sales productivity.
8.2.2.1 Sales Planning
SAP CRM helps a company to plan and forecast accurately across all sales channels, manage
budgets and opportunities, and allocate resources effectively; it proactively enables companies to
handle trends, shortfalls, and opportunities, optimizes supply chain planning and execution, per-
forms strategic planning and account planning, and monitors the planning cycle.
SAP CRM is integrated with SAP NetWeaver BI and SAP ERP to provide sales planning
and forecasting functionality. Sales planning is constituted of strategic planning and operational
planning; the former is about what, where, and to whom to sell and, consequently, about mar-
ket share, profit, revenue, market leadership, and penetration. Operational planning provides
demand forecasting based on historic and real-time data coming from pipeline analysis and sales
booking. SAP CRM with SAP NetWeaver BI and SEM-BPS enables enhanced sales planning
and forecasting.
Sales planning is supported by sales analysis figures; planning can take place top-down or
bottom-up. With top-down planning, requirements are specified right down to the smallest sales
unit; in contrast, bottom-up planning consolidates plan figures upward along the sales organi-
zation hierarchy (available from Territory Management component). Bottom-up and top-down
plannings, together with planning for individual customer contacts and related activities, con-
stitute the best prerequisites for lasting sales success. For example, it is possible to determine
which products were successful in which regions and which customers contributed the most to
profitability—on the basis of this information, a company can forecast sales figures and make
decisions regarding the assignment of individual sales employees.
For sales planning, SAP CRM provides support for
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Multidimensional planning with flexibly designed planning levels for strategic and operative
sales targets
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Planning tasks personalized according to the area of responsibility for individual sales
employees
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Comprehensive toolbox with planning methods for modifying and restructuring plans, such
as top-down distribution, evaluations, simulations, and copying functions
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Integrated account planning as part of the Account Management and integrated opportu-
nity planning as part of Opportunity Management
