Overview of the BSI Sales Planning Module
The functionality of the BSI Sales Planning module in the Platinum version of Tour de Force is based on the core features and functionality related to the BSI Summary module.
The BSI Sales Planning module in the Platinum version of Tour de Force consists of four high level Sales Plan Types and several lower level Sales Plan Types.
The higher level Sales Plan Types that can set up include:
- Account Root
- Account Package
- Account
- Salesperson
The lower level Sales Plan Types that can set up include:
- Product Group
- Vendor
- Alternate 1
- Alternate 2
- Alternate 3
The higher and lower level Sales Plan Types are mutually exclusive, and each of the lower level Sales Plan Types can be entered for each of the higher level Sales Plan Types. For example, a Product Group sales goal can be entered by Account Root, by Account Package, by Account, and by Salesperson.
The types of Sales Goals that can be created in the BSI Sales Goal Planning module include:
- Acct Root
- Acct Root – PRClass
- Acct Root – Vendor
- Acct Root – Alt1
- Acct Root – Alt2
- Acct Root – Alt3
- Acct Pkg
- Acct Pkg – PRClass
- Acct Pkg – Vendor
- Acct Pkg – Alt1
- Acct Pkg – Alt2
- Acct Pkg – Alt3
- Account
- Account – PRClass
- Account – Vendor
- Account – Alt1
- Account – Alt2
- Account – Alt3
- Salesman
- Salesman – Account Package
- Salesman – PRClass
- Salesman – Vendor
- Salesman – Alt1
- Salesman – Alt2
- Salesman – Alt3
Note: Lower level sales goals are typically not entered without the respective higher level sales goals. For example, Account sales goals are typically specified when Product Group sales goals entered by Account are specified.
Lower level sales goals can also be used to create the higher level sales goals. For example, if Product Group sales goals have been entered for Account records (Product Group by Account Sales Plans), then the total of the Product Group sales plans can be rolled up or used to create the Account Sales Plans. A Create Goal Rollup utility exists in the Planning Administration utilities associated with the BSI Sales Planning module that allows sales goals to be created from other sales goals.
Note: When lower level sales goals are used to create higher level sales goals, then the amount of the higher level sales goals equals the total of the lower level sales goals.
Key Concepts of the BSI Sales Planning Module
Before setting up or entering sales goals into the BSI Sales Planning module associated with Tour de Force, several key concepts need to be considered.
The key concepts that need to be considered include:
- Top Down Versus Bottom Up Sales Planning
- Planning for Sales Growth
Top Down Versus Bottom Up Sales Planning
The first key concept that must be considered before setting up and entering sales goals into the BSI Sales Planning module is to determine if the higher and the lower level sales goals are related, and if the different sales goals are related, then the direction that the higher and lower sales goals are related needs to be decided.
In a Top Down Sales Planning Strategy, management typically defines and sets the sales goal amounts at the higher level sales plan, and then instructs each salesperson to set specific sales plan amounts at the lower levels. For example, if Accounts Packages are territories or regions, the sales manager defines the amount for each Account Package, and then each salesperson sets the sales plan amount for each Account record associated with their respective Account Package.
In a Bottom Up Sales Planning Strategy, sales teams typically define and set the sales goal amounts at the lower levels, and then these sales plans amounts are used to create the higher level sales plans. For example, after each salesperson defines a sales plan amount for each Account in their territory or Account Package, then the amount of the Account sales plans are used to create the Account Package sales plans.
Note: The Account Package sales plans can also be used to create the Account Root sales plans.
Planning for Sales Growth
The second key concept that must be considered before setting up and entering sales goals into the BSI Sales Planning module is to determine if higher and lower level sales plans are related. Basically, do the total of lower level sales plan amounts need to equal the higher level sales plan amounts?
If higher level sales plan need to equal the total of the lower level sales plans, then the Create Goal Rollup utility associated with the Planning Administration utilities of the BSI Sales Planning module can be used to create the higher level sales plans based on the lower level sales plans. This practice is typically used when sales growth is not expected or needs to be planned.
If planning for sales growth is needed, then the higher level sales plans typically do not equal the total of the lower level sales plans. For example, some companies want to specify sales plans for each territory, but only want to track and maintain goals for the top twenty or key customers in each territory. In this scenario, the total of the Account sales plans do not each the respective Account Package sales plan.
Note: When sales occur for new customers or customers that are not key Account records, then these numbers can be viewed and compared to sales goals in the Managers Console module.
Accessing the Planning Administration Utilities
The Planning Administration utilities associated with the BSI Sales Planning module can be accessed from the Tour de Force Administration Console; or from the Tour de Force menu in Microsoft Outlook if a users has been given permissions to the Planning Administration utilities in the User Permissions utility associated with the Tour de Force Administration Console.
Use the following procedures to access the Planning Administration utilities associated with the BSI Sales Planning module using the Tour de Force Administration Console:
- Access the Tour de Force Administration Console.
- Expand the Optional Module Setup category.
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Expand the Planning category.
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Select the Planning Administration option and then click the Launch: Planning Administration button.
Clicking the Launch: Planning Administration button accesses the Planning Administration utilities.
Granting Users Permission to Access the Planning Administration Utilities
Administrative users of Tour de Force can grant other users access to the Planning Administration utilities associated with the BSI Sales Planning module without giving access to the Tour de Force Administration Console or to the server where the Tour de Force Administration Console is installed.
Granting permission to access the Planning Administration utilities associated with the BSI Sales Planning module adds the Planning Administration menu option to the Admin Utilities menu associated with Tour de Force of the user.
Use the following procedures to give users access to the Planning Administration utilities associated with the BSI Sales Planning module:
- Access the Tour de Force Administration Console.
- Expand the Users, Permissions, and Organization Structure category.
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Select the User Permission option and then click the Launch: User Permission button.
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In the User Name list, give focus to the appropriate user and then check the RightValue field associated with the Planning Administration option.
Granting Users Permission to Access the TDF Planning Form
Administrative users of Tour de Force can grant other users access to the TDF Planning form associated with the BSI Sales Planning module without giving access to the Tour de Force Administration Console or to the server where the Tour de Force Administration Console is installed.
Use the following procedures to give users access the TDF Planning form associated with the BSI Sales Planning module:
- Access the Tour de Force Administration Console.
- Expand the Users, Permissions, and Organization Structure category.
- Select the User Permission option and then click the Launch: User Permission button.
- In the User Name list, give focus to the appropriate user and then check the RightValue field associated with the Planning Entry option.
Accessing the TDF Planner Form
Granting permission to access the TDF Planning form associated with the BSI Sales Planning module adds the Planning Entry menu option to the Admin Utilities menu associated with Tour de Force of the user.
Use the following procedures to access the TDF Planning form associated with the BSI Sales Planning module:
- Select Tour de Force from the Microsoft Outlook menu.
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Select Admin Utilities and then Planning Entry from the Tour de Force menu.
Overview of the Planning Administration Utilities
Many of the Planning Administration utilities are used to set up the BSI Sales Planning module associated with Tour de Force allows companies to create and to manage Sales Goals, Opportunity Goals, and Activity Goals.
The Planning Administration window consists of many utilities and forms that are organized into five separate categories:
- BSI Setup
- Planning Administration
- Planning Setup
- Opportunity Planning
- Activity Planning
Overview of the BSI Setup Category
The BSI Setup category consists of three forms for setting up the BSI Sales Planning module and one maintenance utility:
- The Show/Hide Optional BSI Tabs form
- The Setup Fiscal Calendar form
- The Manage Key Items form
- The Update/Remove BSID utility
The Setup Fiscal Calendar Form
The Setup Fiscal Calendar form is used to set the start and end dates for the sales planning year, as well as for each fiscal period. This form is also used to close and reopen a sales planning year.
Planning Year
Use the Planning Year field to select the year for setting up the fiscal or calendar year for sales planning.
Year Closed
Check the Year Closed field to close the sales planning year. Closing a sales planning year keeps users from updating the sales plans associated with that sales planning year.
Note: If sales plans associated with a sales planning year needs to be updated, select the appropriate sales planning year in the Planning Year field and then uncheck the Year Closed field.
Year
Use the Year field to determine if the year associated with the sales planning year starts or ends in the current calendar year.
- Start
Select the Start option if the sales planning year starts in the current calendar year.
- End
Select the End option if the sales planning year ends in the current calendar year.
Note: Companies that use a calendar year for financial reporting purposes need to select the Start option.
Period
Use the Period field to determine if the periods associated with the sales planning year start or end in the periods of the calendar or fiscal year.
- Start
Select the Start option if the sales planning periods start in the current calendar or fiscal year.
- End
Select the End option if the sales planning periods end in the current calendar or fiscal year.
Note: Companies that use a calendar year for financial reporting purposes need to select the Start option.
FiscalStartDate
Use the FiscalStartDate field to specify the starting date associated with the fiscal or calendar year for sales planning.
For example, if the sales planning year is 2010 and a calendar year is used for financial reporting purposes, type 01/01/2010 in the FiscalStartDate field.
FiscalEndDate
Use the FiscalEndDate field to specify the ending date associated with the fiscal or calendar year for sales planning.
For example, if the sales planning year is 2010 and a calendar year is used for financial reporting purposes, type 12/31/2010 in the FiscalEndDate field.
P01 – P12
Use the P01 through P12 fields to specify the starting or ending dates associated with each period of the fiscal or calendar year for sales planning.
For example, if the sales planning year is 2010 and a calendar year is used for financial reporting purposes, type 01/01/2010 in the P01 field, 02/01/2010 in the P02 field, 03/01/2010 in the P03 field, 04/01/2010 in the P04 field, 05/01/2010 in the P05 field, 06/01/2010 in the P06 field, 07/01/2010 in the P07 field, 08/01/2010 in the P08 field, 09/01/2010 in the P09 field, 10/01/2010 in the P10 field, 11/01/2010 in the P11 field, and 12/01/2010 in the P12 field.
Apply Changes
Click the Apply Changes button to apply any changes made to the Setup Fiscal Calendar form.
Launch Setup Wizard
Click the Launch Setup Wizard hyperlink to start the Setup Wizard associated with the BSI Sales Planning module.
Procedures for Creating a Sales Planning Year
Use the following procedures to add and to set up a year for sales planning:
- Access the Tour de Force Administration Console.
- Expand the Optional Module Setup category.
- Expand the Planning category.
- Select the Planning Administration option and then click the Launch: Planning Administration button.
- Click the Setup Fiscal Calendar icon.
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Click the down arrow to the right of the Edit Year field.
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Select the Add New option.
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Enter a value for the fiscal year being created and click the OK button.
For example, type in 2014 to create a fiscal calendar for the year 2014.
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Make any changes to the date fields and click the Apply Changes button.
The year 2014 is now added to the Planning Year and Edit Year fields.
Manage Key Items Form
The Manage Key Items form is used to set or designate which product groups and vendors are key items, as well as for any of the alternate sales groups configured in the BSI Connector. Platinum allows up to three different sales groups to be configured in the BSI Connector. Sales Goals can be entered for the three different alternate sales groupings, if these sales groupings are configured to process using the BSI Connector utility.
For example, alternate sales groups can be set up or configured based on Order Type, Zip Code, State, Buy Line, and Shipping Method.
Note: Sales Goals can only be set for the product groups, vendors, and the alternate sales groups that are set as a Key Item.
Sales Goals can only be set for the vendors that are set as a Key Item such as Item ID of 10332 and 20000.
Note: Sales Goals cannot be set for the Vendor with the Item ID of 10000 since the Key Item field is not checked for that Vendor.
In the Include Sales for year field, select the year for displaying total sales in the Sales field associated with the Item ID.
Selecting 2009 in the Include Sales for year field displays the total sales value associated with an Item ID in the Sales (2009) field. For example, the total sales for Vendor 10000 is $44,594.60.
The Update/Remove BSID utility
The Update/Remove BSID utility is used to update the sales plans associated with an Account record when any of the BSI Code fields associated with an Account record change.
This utility needs to be used when Sales Goals has been created for an Account record and the BSI Customer ID value associated with the Account record changes. When the BSI Customer ID value associated an Account record is manually changed in the Tour de Force Account form, the Sales Goals associated with that Account record does not get updated.
Therefore, this utility must be used to maintain the Sales Goals associated with the Account record and the new BSI Customer ID.
Some companies want to account for sales associated with new or unknown customers in sales planning. One method to account for new customer sales in the BSI Sales Planning module is to create Account records in Tour de Force for the potential prospects or unknown new customers. In order to be able to specify a sales goal for these Account records, a BSI Customer ID must be specified in the Tour de Force Account form.
Some companies use a BSI Customer ID coding structure to account for these prospects or new customer sales in sales planning such as Prospect001, Prospect002, and Prospect003. Once the prospect becomes a customer, the ID associated with the customer in the Business System must be changed or specified in the BSI Customer ID field in the Tour de Force Account form associated the Account record. If the BSI Customer ID field is not set to the appropriate ID, then the BSI Connector utility cannot update the sales related information associated with the Account record.
Once the BSI Customer ID field is changed in the Tour de Force Account form, then the Update/Remove BSID utility can be used to update the Sales Goals associated with the prospect Account record to the customer Account record.
Use the following procedures to update the sales plans associated with Account record where the BSI Customer ID has changed:
- Access the Tour de Force Administration Console.
- Expand the Optional Module Setup category.
- Expand the Planning category.
- Select the Planning Administration option and then click the Launch: Planning Administration button.
- Click the Update/Remove BSID icon.
- In the Customer ID field associated with the Old BSID fields, type the original value of the BSI Customer ID field of the Account record.
For example, type Prospect001.
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In the Customer ID field associated with the New BSID fields, type the new value for the BSI Customer ID field of the Account record.
For example, type 100000.
- Click the Update button.
Overview of the Planning Administration Category
The Planning Administration category consists of two forms for setting up the BSI Sales Planning module, one form for committing sales goals once the sales plans have been entered, reviewed, and approved, an icon for accessing the TDF Planner form for entering, updating, and reviewing sales plans, an icon for accessing the BSI Summary form where sales related information can be viewed, and a utility for creating Sales Goals based on other Sales Goals:
- The Set Planners form
- The Set Reviewers form
- The Launch Goal Entry form icon
- The Commit Sales Goals utility
- The Launch BSI Summary icon
- The Create Goal Rollups form
The Set Planners Form
The Set Planners form is used to assign a Goal Planner to each Sales Plan Type that a company needs to set. For example, in order to set sales goals for each Account Package, one user has to be specified in the Salesperson field for each Account Package where a Sales Goals needs to be set.
The BSI Sales Planning module associated with the Platinum version of Tour de Force includes four high level Sales Plan Types:
- Account Root Planning
- Account Package Planning
- Salesperson Planning
- Account Planning
Note: An Account Root typically represents the Company, or the different Branches or physical offices in a company.
Note: An Account Package typically represents the Territories, the Regions, or the different salespeople associated with a company.
In order to create and manage Sales Goals for the high level Sales Plan Types in the BSI Sales Planning module, a user must be assigned as the user responsible for entering Sales Goals at each level.
Use the following procedures to set the users responsible for entering Sales Goals for each Account Root:
- Access the Tour de Force Administration Console.
- Expand the Optional Module Setup category.
- Expand the Planning category.
- Select the Planning Administration option and then click the Launch: Planning Administration button.
- Click the Set Planners icon.
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In the Sales Plan Type field, select the [Account Root Planning] option.
- In the Salesperson field for each Account Root, select the appropriate user.
For example, select Dan Shawver to associate that user to the Toledo Branch.
Note: The user assigned to the Sales Plan Type of Account Root is typically the user or sales manager responsible for the sales in a Company or Branch.
A user can be set to multiple records simultaneously by selecting multiple values and using the Quick Events menu.
To set Dan Shawver as the user responsible for setting Sales Goals for the Seattle, the St. Louis, and the Toledo Branches, highlight all three branches, right click the mouse, and then select Set Users and Dan Shawver from the menu.
Selecting Dan Shawver from the Quick Events menu sets the Salesperson field for the values selected to Dan Shawver.
- Close the Set Planners form.
Use the following procedures to set the users responsible for entering Sales Goals for each Account Package:
- Access the Tour de Force Administration Console.
- Expand the Optional Module Setup category.
- Expand the Planning category.
- Select the Planning Administration option and then click the Launch: Planning Administration button.
- Click the Set Planners icon.
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In the Sales Plan Type field, select the [Account Package Planning] option.
- In the Salesperson field for each Account Package, select the appropriate user.
For example, select Dan Shawver to associate that user to the Dan Shawver Account Package.
Note: The user assigned to the Sales Plan Type of Account Package is typically the user or salesperson responsible for the sales in a region or territory.
- Close the Set Planners form.
Use the following procedures to set the users responsible for entering Sales Goals for each Salesperson:
- Access the Tour de Force Administration Console.
- Expand the Optional Module Setup category.
- Expand the Planning category.
- Select the Planning Administration option and then click the Launch: Planning Administration button.
- Click the Set Planners icon.
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In the Sales Plan Type field, select the [Salesperson Planning] option.
- In the Salesperson field for each salesperson, select the appropriate user.
For example, select Dan Shawver to associate that user to the salesperson of Dan Shawver.
Note: The user assigned to the Sales Plan Type of Salesperson is typically the salesperson or the sales manager responsible for managing the salesperson.
Note: Only the users that have been assigned a Salesperson ID in the User Permission utility associated with the Tour de Force Administration Console display in the Salesperson Grid.
- Close the Set Planners form.
Use the following procedures to assign a Salesperson ID to users associated with Tour de Force:
- Access the Tour de Force Administration Console.
- Expand the Users, Permissions, and Organizational Structure category.
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Select the Users Permissions option and then click the Launch: User Permissions button.
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Give focus to the appropriate user and click the User Info tab.
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In the SalesmanID field, type the appropriate ID associated with the user or salesperson.
Use the following procedures to set the users responsible for entering Sales Goals for Account records:
- Access the Tour de Force Administration Console.
- Expand the Optional Module Setup category.
- Expand the Planning category.
- Select the Planning Administration option and then click the Launch: Planning Administration button.
- Click the Set Planners icon.
- In the Sales Plan Type field, select the appropriate Account Package.
For example, select the Account Package of Dan Shawver.
- In the Salesperson field for each Account record, select the appropriate user that is responsible for entering and maintaining Sales Goals.
In order to grant permission to a user to set a Sales Goal for Account records associated with an Account Package, a Salesperson has to be set for each Account record where a Sales Goal needs to be set. For example, if Dan Shawver is the name of the Account Package and Dan Shawver needs to be set as the Goal Planner, then set the user of Dan Shawver in the Salesperson field by using the Quick Events menu.
Note: The user assigned to the Account records associated with the Account Sales Plan Type is typically the user or salesperson responsible for the sales associated with the Account records.
- Close the Set Planners form.
When an Account Package is selected, only the Account records that have a BSI Customer ID specified in Tour de Force Account form display in the Set Planners form.
Users have the ability to create a filter based on any of the UDFs or User Defined Fields associated with the Tour de Force Account form.
Use the following procedures to filter the list of Account records that display in the grid by the Key Account field:
- In the Click here to designate a Key Account Field, click the hyperlink.
- Click the drop down arrow associated with the Available Fields field.
- Select the appropriate UDF for the filter.
For example, select Key Account.
- Click the down arrow associated with the Available Value field.
- Select the appropriate value for the filter and click the OK button.
For example, select Yes.
- Once the OK button is clicked, the grid refreshes and displays the values based on the criteria associated with the filter.
The Set Reviewers Form
The Set Reviewers form is used to designate a user such as a sales manager who needs permissions to review the sales goals of other users. Users that are set as a Reviewer also have the ability to update the Sales Goals associated with other users.
In order to grant permissions to a user to have the ability to review and edit the Sales Goals associated with another user, check the Reviewer field associated with the appropriate Account Root or Account Package.
For example, if Dan Shawver needs the ability to review or edit the Sales Goals associated with the Toledo Branch (Account Root) and the David Wright Account Package, then check the Reviewer field associated with each item.
When a user is set as a Reviewer, that user can click the Review tab in the TDF Planner form to view Sales Goals associated with other users.
For example, since Dan Shawver is set up as a Reviewer for the Account Package of David Wright, Dan Shawver can view the Sales Goals associated with that Account Package.
Use the following procedures to set up users as a Reviewer for Sales Goals:
- Access the Tour de Force Administration Console.
- Expand the Optional Module Setup category.
- Expand the Planning category.
- Select the Planning Administration option and then click the Launch: Planning Administration button.
- Click the Set Reviewers icon.
- In the Reviewer Users field, select the appropriate user.
For example, select the user of Dan Shawver.
- If a user needs to be set as a Reviewer for an Account Root, check the Reviewer field associated with the appropriate Account Root.
For example, to set the user of Dan Shawver as a Reviewer for the Account Root of Toledo Branch, check the Reviewer field.
Checking the Reviewer field associated with an Account Root automatically checks the Reviewer field associated with the Account Packages related to that Account Root.
Note: More than one user can be set as a Reviewer for Account Roots and Account Packages.
- Close the Set Reviewers form.
The Launch Goal Entry Form Icon
Users that have been assigned permission rights to access the Planning Administration utilities can access the TDF Planner form by clicking the Launch Goal Entry form icon.
The TDF Planner form allows users to create, review, and update Sales Goals, Opportunity Goals, and Activity Goals.
The TDF Planner form can be used to import and export Sales Goals. Only users that have been given Export Data rights in the User Permissions utility associated with the Tour de Force Administration Console can export Sales Goals.
Note: Only the Administrative user or TDFAdmin has the ability to import Sales Goals.
The Create Goal Rollups Utility
The Commit Sales Goals Utility
Overview of the Planning Setup Category
The Planning Setup category consists of three forms for setting up the BSI Sales Planning module:
- The Manual Period Goal Entry form
- The Manage Planability form
- The Color Options form
The Manual Period Goal Entry Form
The Manage Planability Form
Use the Manage Planability form to set the type of Sales Goals needed for sales planning.
The different types of high level Sales Goals that can be set in Tour de Force include:
- Account Root Planning
- Account Package Planning
- Account Planning
- Salesperson Planning
The different types of Sales Goals that can be set by Account Root, Account Package, and Account include:
- Product Group Planning
- Vendor Planning
- Alternate1 Planning
- Alternate2 Planning
- Alternate3 Planning
- Salesperson Planning
The different types of Sales Goals that can be set by Salesperson include:
- Account Packing Planning
- Account Planning
- PR Class (Product Group) Planning
- Vendor Planning
- Alternate1 Planning
- Alternate2 Planning
- Alternate3 Planning
The Color Options Form
Use the Color Options form to set a display color for each type of Sales Goals in the Planning Entry form.
Use the following procedures to set or change the color associated with a Sales Goal Type:
- Access the Tour de Force Administration Console.
- Expand the Optional Module Setup category.
- Expand the Planning category.
- Select the Planning Administration option and then click the Launch: Planning Administration button.
- Click the Color Options icon.
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Select the down arrow associated with the Color field for the appropriate Item Type Name.
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Select the appropriate color.
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Click the Save button.
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Close the Color Options window.
The Opportunity Planning Group
The Opportunity Planning category consists of one form for setting up Opportunity Goals:
- Select Opportunity UDFs
Quantity and dollar Opportunity Goals can be set for New and Closed Opportunity records. Opportunity goals are entered into the TDF Planner form and viewed in the Funnel Manager associated with the Manager’s Console module.
The Select Opportunity UDFs form is used to specify the UDFs (User Defined Fields) for creating and maintaining Opportunity Goals. All of the User Defined Fields associated with the Tour de Force Opportunity form are available for Opportunity Goals.
For example, to enter and maintain Opportunity Goals based on the type of Opportunity record, check the Selected field associated with the Opportunity Type field.
Note: More than one User Defined Field associated with the Tour de Force Opportunity form can be used as the basis for Opportunity Goals.
Note: Opportunity Goals cannot be based on fields associated with the Forecast line items linked to Opportunity records.
Use the following procedures to set the UDFs for Opportunity Goal Planning:
- Access the Tour de Force Administration Console.
- Expand the Optional Module Setup category.
- Expand the Planning category.
- Select the Planning Administration option and then click the Launch: Planning Administration button.
- Click the Select Opportun ity UDFs icon.
- Check the Selected field associated with the appropriate UDF.
For example, check the Selected field for the UDF of Opportunity Type.
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Close the Select Opportunity UDFs form.
The Activity Planning Group
The Opportunity Planning category consists of one form for setting up Activity Goals:
- Select Activity UDFs
The Select Activity UDFs form is used to specify the UDFs (User Defined Fields) for creating and maintaining Activity Goals.
All of the User Defined Fields associated with the Tour de Force Activity form are available for Activity Goals. For example, to enter and maintain Activity Goals based on the type of Activity item, check the Selected field associated with the Activity Type field.
Note: More than one User Defined Field associated with the Tour de Force Activity form can be used as the basis for Activity Goals.
Use the following procedures to set the UDFs for Activity Goal Planning:
- Access the Tour de Force Administration Console.
- Expand the Optional Module Setup category.
- Expand the Planning category.
- Select the Planning Administration option and then click the Launch: Planning Administration button.
- Click the Select Activity UDFs icon.
- Check the Selected field associated with the appropriate UDF.
For example, check the Selected field for the UDF of Activity Type.
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Close the Select Activity UDFs form.
The BSI Planning Administration Setup Wizard
The BSI Planning Administration Setup Wizard is designed to help companies set up the BSI Sales Planning module by addressing each of the setup options and forms in systematic order.
Note: The BSI Planning Administration Setup Wizard can be accessed from any of the forms or utilities associated with the BSI Sales Planning module by clicking the Launch Setup Wizard hyperlink when the form or utility is open.
Use the following procedures to launch the BSI Planning Administration Setup Wizard:
- Access the Tour de Force Administration Console.
- Expand the Optional Module Setup category.
- Expand the Planning category.
- Select the Planning Administration option and then click the Launch: Planning Administration button.
- Click the Launch Setup Wizard hyperlink.
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Set the start and end dates for the sales planning year, as well as for each fiscal period, and then click the Set button.
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Click the Apply Changes button to confirm any changes made.
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Click the Next button.
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Check the type of Sales Goals that are needed and click the Next button.
- Identify the Key Items associated with the appropriate Sales Plans and click the Next button.
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In the Salesperson field for each type of Sales Goal, set the appropriate users that are responsible for entering and maintaining the Sales Goals, and then click the Next button.
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Designate the users that need permissions to review the Sales Goals of other users, and then click the Next button.
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Select one or more UDFs to use for Opportunity Goal Planning, and then click the Next button.
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Select one or more UDFs to use for Activity Goal Planning, and then click the Next button.
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In the Setup Complete window, click the Yes button to exit the BSI Planning Administration Setup Wizard.
Overview of the TDF Planner Form
The TDF Planner form allows users to set and update Sales and Profit Planning Goals, Opportunity Planning Goals, and Activity Planning Goals.
Users can only set Sales Planning Goals for the Sales Plan Types where the user has been assigned. The TDF Planner form only displays the Sales Planning Goals associated with the Sales Plan Types where the user has been set in the SalespersonID field in the Set Planners form related to the Planning Administration utilities.
Use the Change Planning Type field to select the Sales Planning Goals that need to be set or modified.
In the Sales Planning Type field, select the Sales Goal Type for entering or reviewing Sales Planning Goals. For example, select ACCT PKG to enter and review sales goals associated with Account Packages.
Once the Sale Planning Type is selected, click the OK button to refresh the sales goals that display in the TDF Planner form.
Once the TDF Planner form refreshes, select the Sales Planning Goal that needs to be set or changed.
For example, select Dan Shawver to set the initial Sales Planning Goal associated with the Account Package of Dan Shawver.
Type the Sales Planning Goal in the Total Sales field and press the Enter or Tab key on the keyboard.
Note: Pressing the Enter key on the keyboard maintains focus on the Total Sales field and exits Edit Mode.
Note: Pressing the Tab key on the keyboard exits Edit Mode for the Sales Total field and gives focus to the Profit Total field.
Manual Period Goal Entry
The Manual Period Goal Entry field is used to determine whether Period Sales and Period Profit goals can be manually set or automatically split.
If the Manual Period Goal Entry field is checked, then Period Sales and Profit Goals can be manually set and modified by typing the appropriate values in the P01, P02, P03, P04, P05, P06, P07, P08, P09, P010, P011, and P12 fields.
Quick Events Menu
Several features are associated with the Quick Events menu in the TDF Planner form:
- Split
- Increase current by
- Increase over last year goal by
- Increase over last year actual by
To access the Quick Events menu associated with the TDF Planner form, right click the mouse over Total Sales or Total Profit fields.
Split
The values in the Total Sales or Total Profit fields can be split based on the settings specified in the Manual Period Goal Entry Options form associated with the Planning Administration utilities of the BSI Sales Planning module.
Always split goal evenly
If the Always split the goal evenly option is selected, then the value in the Total Sales or Total Profit fields are split evenly across the P01, P02, P03, P04, P05, P06, P07, P08, P09, P010, P011, and P12 fields.
Always use a custom split rate
If the Always use a custom split rate option is selected, then the Total Sales or Total Profit fields are split in the P01, P02, P03, P04, P05, P06, P07, P08, P09, P010, P011, and P12 fields based on the Weight or percentage in the Split Options window.
For example, typing 1200000 in the Total Sales field populates the P01 field and the P02 field with $120,000.00 because the Weight field for each of these periods is 10 or 10%. The P03 and the P04 fields display $96,000.00 because the Weight field associated with each of these periods is 8 or 8%.
Note: When entering a value in the Total Sales or Total Profit fields, typing the formatting characters such as the dollar sign, commas, or decimal is not required. For example, when 1200000 is typed, that value is formatted to $1,200,000.00.
Always prompt me
If the Always prompt option is selected, then the Split Option window displays and the user can determine if the value specified in the Total Sales or Total Profit field is split evenly to the period fields or distributed based on the Weight values associated with the Split Options window.
Closing a Sales Goal Planning Year
When a Sales Planning Year is closed, users can no longer make changes to the Sales Goals. Sales Goals are visible in the BSI Summary views associated with the Manager’s Console module and the Tour de Force Account form, but the Sales Goals cannot be updated.
Note: Uncheck the Year Closed field to reopen a Sales Planning Year.
Use the following procedures to close a Sales Planning Year:
- Access the Setup Fiscal Calendar form.
- In the Edit Year field, select the year that needs to be closed.
For example, select 2007.
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Check the Year Closed field.
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Click the Apply Changes button.
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Close the Setup Fiscal Calendar form.
The Options Window Associated With the TDF Planner Form
The Options window in the TDF Planner form allows users to create and maintain personal settings associated with the TDF Planner form.
To access the Options window associated with the TDF Planner form, click the Settings icon.
The Options window associated with the TDF Planner form allows user to override the Global Settings associated with the BSI Sales Planning module.
The General Options associated with the Options window allows users to specify several options associated with the TDF Planner form such as Plan by period, Sales Goals, Profit Goals, Unit Goals, Booking Goals, Include data for last year, Include data for 2 years ago, and Debug Mode.
Plan by Period – Check this field to
- The Create Roll-up tab
The Create Roll-up tab allows companies to create high level Sales Goals based on detailed Sales Goals.
For example, Account Sales Goals can be created based on the Account by Product Group Sales Goals for the current year by selecting Account in the Destination Type field, Account – PRClass in the Source Type field, and 2010 in the Source Year field.
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The Export Goal Data tab
The Export Goal Data tab can be used to export, as well as import Sales Goals into Tour de Force.
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Creating Opportunity Goals for the Funnel Manager view.
The Planning Entry form is used to enter and maintain Opportunity Goals. Click the Currently Viewing icon and select Opportunity Goals from the menu.
Click the Change Planning Type field to change the Opportunity Planning Type for entering or reviewing Opportunity Goals.
In the Opportunity Planning Type field, select the type for entering or reviewing Opportunity Goals. For example, select ACCT PKG to enter and review Opportunity Goals associated with Account Packages.
The follow type of Opportunity Goals can be entered and maintained in the BSI Sales Planning module:
- Account Root
- Account Package
- Salesperson
Once the Sale Planning Type is selected, click the OK button to refresh the Opportunity Goals.
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