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Establishing Sales Targets Business Process Questions

einas.ibrahim
Master Anaplanner/Community Boss

Re: Establishing Sales Targets Business Process Questions

Hello @andre.lie 

 

At Unicorn Candy, the Initial Target is determined based on multiple factors including last year’s sales, %increase or stretch goals for the country amongst other things.

 

However, the regional sales executive should have the ability to adjust/override these initial targets (based on qualitative factors)

So if the initial target automatically calculated  is X, the regional sales executive should be able to change it to Y.

this is what is meant by the snippet user story you provided. 
More requirements regarding the Hold and Override process will be explained further in other user stories. 

The hold and override applies to the Account annual sales target. After finalizing these figures on an account level we like to break it down to the product level, quarterly using the same seasonality. 

Einas
"Give a Man a Fish, and You Feed Him for a Day. Teach a Man To Fish, and You Feed Him for a Lifetime"
Ajinkya
Contributor

Re: Establishing Sales Targets Business Process Questions

Hi,

 

1. Need more clarity on how does one determine the overall growth potential for individual account segmentation? 

2. There is a mention of "seasonality assumption" and "product pattern sales" as factors to be considered while reviewing the Account targets. How does one differentiate between the two since both of them sound similar?

 

Thanks,

Ajinkya

Constantin
Certified Master Anaplanner

Re: Establishing Sales Targets Business Process Questions

Hi @Ajinkya ,

 

Regarding your questions:

1. Are you asking about the Final Sales Targets calculation for the Accounts or about the Country segmentation growth? If it is about the latter, I recommend having a look at 3. USER STORY 1.2. There it is written about a "Stretch goal".

2. Both of them refer to a similar concept, the variation of sales based on time and product. In 5. USER STORY 1.4 are all details explaining the concept. Go through 5.1 / 5.2 / 5.3 to better understand the requirements.

 

Hope this helps! Good luck with the build!

 

Kind regards,

Costa

einas.ibrahim
Master Anaplanner/Community Boss

Re: Establishing Sales Targets Business Process Questions

Greeting Mr. Unicorn Candy Company Executive @ChrisMullen 

After reviewing the data we collected, I do have a couple of questions that I hope you will be able to help me.

  1. We discussed the Regional Sales Executive role along with its user stories. Unicorn Candy operates currently in 3 regions, America, Europe, and Asia Pacific. Will a Regional Sales Executive be responsible for all countries within a region (for example  US, Canada, Mexico and Brazil) or countries within a region could be divided between more than one Regional Sales Executive?

  2. In the wireframe, we created for the Target Review Dashboard, you indicated that you would like to see:
    1. PY Actual Sales Revenue
    2. Amount Increased
    3. Initial Country Sales Target
      image.png
      However, it is my understanding from the user stories and the process review session that the stretch target (Amount Increased) is applied to the FP&A Forecast and not the PY Actuals to arrive at the Initial Country Sales Target. Could you please clarify or correct my understanding if wrong?

Much Appreciated.

 

Einas
"Give a Man a Fish, and You Feed Him for a Day. Teach a Man To Fish, and You Feed Him for a Lifetime"
ChrisMullen
Community Boss

Re: Establishing Sales Targets Business Process Questions

A Regional Sales Executive be responsible for all countries within their region.

 

That is correct.  The stretch goal is applied to the Baseline Financial Forecast.  This is different from the Previous Years Actual. 

 

With the amount increased line item, this is the amount increased from the stretch goal not the amount difference from the last year.  So If I put that I want a 5% increase to the Baseline Financial Forecast, I want to be able to see how much that is in dollars.  Its just the difference between the Initial Country Sales Target and Baseline Financial Forecast.  

 

 

 

 

 

einas.ibrahim
Master Anaplanner/Community Boss

Re: Establishing Sales Targets Business Process Questions

Thank you 😊
Einas
"Give a Man a Fish, and You Feed Him for a Day. Teach a Man To Fish, and You Feed Him for a Lifetime"
RongF
Occasional Contributor

Re: Establishing Sales Targets Business Process Questions

The data of baseline financial forecast by country and product family and the data of historic revenue by product from 2019 actual sales is inconsistent. The sum of product revenues by product family and country using the later file does not equal to the number provided by the former file. As a result, I am wondering if we could only use the by product data to calculate the detailed sales target?

einas.ibrahim
Master Anaplanner/Community Boss

Re: Establishing Sales Targets Business Process Questions

If I understand your concern correctly then I can say these are 2 different sets of data and are not supposed to be equal.
One is the actual sales data for the FY19 and the other is a forecast for FY20.
Einas
"Give a Man a Fish, and You Feed Him for a Day. Teach a Man To Fish, and You Feed Him for a Lifetime"
RongF
Occasional Contributor

Re: Establishing Sales Targets Business Process Questions

Thank you for your reply.

I thought the Baseline forecast revenue is also taken from previous revenue (based on level1 logic) and thus expected the two data sets to be equal.

I guess I know how to deal with it. Thank you!

Alenart
Certified Master Anaplanner

Re: Establishing Sales Targets Business Process Questions

I don't know if this is the right place to post this, but I posted it as a stand-alone issue three days ago and I haven't gotten any feedback:

 

I am beginning Exam 1 of the Level 3 training. I have imported the new/updated 2019 actuals. I am on bullet #3 and the two examples of confirming the Account>Product relationships DO NOT EXIST in my model.

I found the file used to load file from the Level 2 exam. I have reviewed it and there are no SKU's that have volume for Candy Storezio (A006) for the Nougats-N-Cream product family (P005**) or the Nougatacious product family (P006**).

I am supposed to manually set some data so that these will be linked?

Do I have an out-of-date file? If so, can I get a current file (Historic+Volumes.csv).

 

I'm not sure where to go from here.

 

Anthony