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Adding ESP Objectives
The Objectives view helps the sales professional to develop an initial plan for the account. Sales professionals can create specific types of objectives (for example, Business Development, Revenue, and Cross-Account) for each unit or resource to improve strategic planning and account team coordination.
The defined objectives link to an Action Plan form that sales professionals can use to develop action plans to achieve each objective they set. Moreover, the sales professional can verify that the action plan is implemented, because the activities assigned in the Action Plan form automatically appear in the assignee's activities list.
To add objectives
- Navigate to the Accounts screen, and in the Accounts list, select the account.
- Click the Enterprise Selling Process view tab.
- In the ESP view, select Objectives from the Show drop-down list.
- In the Objectives list, add a new record, and complete the fields.
The following table describes the fields.
- Drill down on the Unit or Resource hyperlink.
The Objective details form appears with the Action Plan list.
- In the Action Plan list, add a new record, and then complete the fields.
The Actions you create in the Action Plan list appear in your Activities, Calendar, and To Do List, based on the Display In value you selected. To appear in the Calendar, the start date for the action must be entered.
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Siebel Sales User Guide Published: 18 April 2003 |