PeopleSoft Enterprise Sales 9.1 PeopleBook

Setting Up Sales Leads and Opportunities

This chapter discusses how to:

Set up a sales process.
Set up component field default values.
Set up lead ratings.
Set up assignment weights.
Set up account-based assignment options.
Set up lead reject and turnback reasons.
Set up sales contacts.
Set up sales partners.
Set up sales competitors.
Set up buying criteria.
Set up lead sources.
Set up fallout reasons.
Set up pipeline segments.
Set up templates for importing leads.
Set up the summary page for leads and opportunities.
Set up display templates for leads and opportunities.
Set up task group templates for leads and opportunities.

Setting Up a Sales Process

To set up a sales process, use the Sales Process (RSF_SALES_MODEL) component.

This section provides an overview of the sales process and discusses how to:

Define a process.
Clone a process.

Understanding the Sales Process

Sales efforts typically follow a defined series of stages and tasks. PeopleSoft Enterprise Sales provides the Knowledge Enabled Sales (KES) process, a ready-to-use proprietary sales process that enables you to identify the stages and tasks that an organization's sales process requires. The KES process can also help sales representatives learn how to perform tasks using the organization's best practices.

The KES process includes several stages. Each stage is associated with an opportunity pipeline segment, and every stage includes one or more tasks. You can use the KES process that is provided or you can define sales stages and tasks based on your organization's preferred sales model.

Note that you can enable multiple sales processes at one time. For example, you might have one process for selling within a particular industry and another for selling a particular product or service line. You can relate all the various stages to common pipeline segments to ensure that you analyze pipeline information correctly.

This table lists the KES stages and their tasks. You can modify these stages and tasks to meet your business needs.

Note. The weights included in this table are provided as an example of how the KES process works.

Stage	Weight	Purpose	Task
Discover	10	Identify and review knowledge about the customer, industry, and competitors before making the initial sales call in the Qualify stage.	Complete these tasks during the Discover stage: Review lead information. Review opportunity information. Review customer information. Review customer contacts. Review industry briefing. Review customer briefing. Perform customer research to identify recent news releases or financial statements that are pertinent to the customer. Review competitor briefing.
Qualify	20	Align the customer's buying process with the sales process based on information obtained during the initial sales call. Identify the customer's needs. Identify the decision makers, influences, and competitive landscape.	Complete these tasks during the Qualify stage: Plan initial sales call. Conduct initial sales call. Update opportunity information. Update customer information. Assemble customer's buying team. Assemble sales team. Follow up on initial sales call. Update competitor information. Document customer's needs. Create opportunity plan (needs analysis, product research, follow-up calls, and so on) and assign tasks to move the opportunity to the Develop Solution stage.
Develop Solution	20	Define a set of products or services to meet the customer's needs and preferences, and obtain a quote for these products or services.	Complete these tasks during the Develop Solution stage: Define solution. Configure and quote solution. Review solution with sales team. Review solution with customer. Finalize solution based on feedback from sales team and customer.
Develop Proposal	20	Create a comprehensive written proposal that identifies how the proposed solution addresses the customer's needs. The proposal includes the quote itself, product descriptions, support policies, and legal information such as warranties.	Complete these tasks during the Develop Proposal stage: Update opportunity information. Generate proposal based on the quoted solution. Redefine proposal, if necessary. Review proposal with sales team. Refine and finalize proposal based on feedback from sales team. Submit written proposal to customer and update the status.
Negotiate and Close	20	Discuss the written proposal with the customer and negotiate terms and conditions to win the business.	Complete these tasks during the Negotiate and Close stage: Review negotiation strategies in preparation for meeting with the customer. Conduct negotiation meeting to win the business. Complete legal contracts. Summarize the opportunity outcome, update the status, and identify why the opportunity was won or lost.
Retain	10	Prepare a plan to manage the customer relationship after closing the opportunity.	Complete these tasks during the Retain stage: Update solution based on opportunity outcome. Update customer information, including new contacts for implementation and ongoing customer relationship. Prepare relationship plan. Conduct relationship meeting to discuss relationship plan.

Pages Used to Set Up a Sales Process

Page Name	Definition Name	Navigation	Usage
Sales Process	RSF_SALES_MODEL	Set Up CRM, Product Related, Sales, Lead and Opportunity, Sales Process, Sales Process	Review the KES stages and tasks that make up the sales process delivered with the PeopleSoft system. Define other stages or tasks as necessary.
Clone Sales Process	RSF_SLSPRCS_CLONE	Click the Clone button on the Sales Process page.	Copy an existing sales process to use as the basis for a new process.

Defining a Process

Access the Sales Process page (Set Up CRM, Product Related, Sales, Lead and Opportunity, Sales Process, Sales Process).

Model and Name

Displays PSFT (KES) and Knowledge Enabled Sales as the default values if you use the KES process. If you use a different sales process, the process and name appear. You can edit the name on this page.

Close % Method (close percentage method)

Select a method for evaluating the progress of opportunities; 100 percent equals closed or completed. Values are:

Stage Weight %: Expresses progress as a percentage of the weighted stages that are completed.

For example, suppose that your sales model consists of three stages and you assign a weight of 50 percent to the first stage and 25 percent each to the second and third stages. When you complete the first two stages, the system calculates that you have completed 75 percent of the sales model.

Stage Level: Expresses progress as a simple percentage of the stages completed.

For example, suppose that your sales model consists of four stages. When you complete the first two stages, the system calculates that you have completed 50 percent of the sales model.

Task Type: Expresses progress as a simple percentage of tasks completed.

For example, suppose that your sales model consists of eight tasks. When you complete the first six tasks, the system calculates that you have completed 75 percent of the sales model.

Not Used: No methods are used to evaluate the progress of opportunities.

Hide Tasks and Show Tasks

Click to hide or display tasks. If you use tasks associated with your sales process, display them. Otherwise, hide the tasks that appear here.

Clone

Click to access the Clone Sales Process page, where you can copy or clone the sales process to a different setID. You can clone the stages and tasks of the process.

Sales Stages

Stage # (stage number) and Sales Stage

Displays the sequence number and stage of the process, and lists the associated tasks at the bottom of the page.

Click the Add button to create additional stages of the process and associate tasks with them. The system enters the stage sequence number. You can override the sequence numbers to reorder the stages.

Pipeline Segment

Identify the pipeline segment to associate with the stage.

In the KES process, pipeline segments include Contact, Develop, Negotiate, Qualify, and Retain. You must specify a pipeline segment to correlate with the stage if you set up pipeline targets for a sales user's pipeline segment quotas on the Sales User page.

See Defining a Sales User's Pipeline Targets.

Weight % (weight percentage)

Enter the weight percentage that represents that stage's portion of the sales model.

For example, if a stage represents half of the sales model, half of the work, half of the time, half of the important landmarks, or half of some other measure, then enter 50 (percent).

Tasks

Task # (task number) and Sales Task

Displays the sequence number and name of the discrete activity that runs as part of a sales stage.

The system enters the sequence number when you add a task. You can override sequence numbers to reorder the tasks.

Cloning a Process

Access the Clone Sales Process page (click the Clone button on the Sales Process page).

You can copy (or clone) an existing process with its stages and tasks and then make adjustments to create a new process.

Setting Up Component Field Default Values

This section provides an overview of field default values for leads and opportunities and discusses how to set up default values for component fields.

Understanding Field Default Values for Leads and Opportunities

When a sales user creates a lead or opportunity, the lead or opportunity description is a required field. The user can enter a description to identify the lead or opportunity. However, if the user does not enter a description and saves the lead or opportunity, the system saves a default value for the description based on a combination of fields set up on the Component Field Default page.

PeopleSoft Enterprise Sales delivers two default settings for component fields—one for the lead description and one for the opportunity description. These settings specify that the system populates the lead and opportunity descriptions with the name of the customer if the sales user does not enter a description. You can change these default settings by using the Component Field Default page.

Page Used to Set Up Component Field Default Values

Page Name	Definition Name	Navigation	Usage
Component Field Default	RB_COMP_FLD_DFLT	Set Up CRM, Common Definitions, Component Configuration, Component Field Default, Component Field Default	Set up default values to populate required fields if users do not enter values in them.

Setting Up Default Values for Component Fields

Access the Component Field Default page (Set Up CRM, Common Definitions, Component Configuration, Component Field Default, Component Field Default).

Select RSF_LEAD_ENTRY and DESCR50 for the component name and field name, respectively, to modify the settings for the lead description. Select RSF_OPPORTUNITY and OPPORTUNITY_NAME to modify the settings for the opportunity description.

Click the Modify System Data button to edit the fields on the Component Field Default page.

If you enter multiple rows, the system concatenates the values from the rows to form the default value.

Return Blank When All Fields Are Blank	Select this check box to have the system leave the field blank when all the fields in the criteria grid are blank for the transaction.
Max Length (maximum length)	Select a value for the maximum character length of the default value. Values are None, Same as Field Length, and As Specified. If you select As Specified, enter a value in the Max Length field.
Type	Values are Field Value, Blank Space, and Static Text. If you select Field Value, you must enter the rowset, record, and field name.
Occurs level	Enter the level at which the field is located.
Rowset	Enter the name of the rowset that contains the field.
Record	Select the record that contains the field name that you use to populate the Description field.
Field Name	Select the field name that you use to populate the Description field.
Test Value	If you select Field Value for the type, enter a typical value in this field for testing purposes. Click the Test button to view a potential name. The system retrieves the actual value based on the field during live input.
Test	Click this button to display the projected lead or opportunity default value, which appears to the right of the button. If you have multiple rows, the system concatenates the values from the rows.

Setting Up Lead Ratings

To set up lead ratings, use the Lead Ratings (RSF_LEAD_RATING) and Lead Rating by Rate Set Value (RT_RS_TO_LEAD_RATE) components.

This section provides an overview of ratings and rating rules and discusses how to:

Define lead ratings and set workflow triggers.
Set up lead rating rules.
Build conditions for rating rules.
Choose conditions to evaluate.
Map survey values to lead ratings.

Understanding Ratings and Rating Rules

Lead ratings assess the probability that a customer will buy and are usually represented by a term that describes temperature, such as Hot, Warm, or Cold. For leads generated through the TeleSales application, scripted questions and answers provide the information that is used to provide lead ratings. Lead ratings apply to a setID.

For leads that are automatically generated from marketing campaigns, you can automatically generate an initial lead rating from the information gathered by marketing: customer name, potential revenue, geographic region, and so forth. You select relevant information and set up rules that automatically evaluate leads that are generated from marketing campaigns. Rating rules, like ratings, are unique for a setID and are built using the Active Analytics Framework (AAF) in the context of lead management.

See Also

Understanding AAF

Pages Used to Set Up Lead Ratings

Page Name	Definition Name	Navigation	Usage
Lead Ratings	RSF_LEAD_RATING	Set Up CRM, Product Related, Sales, Lead and Opportunity, Lead Ratings, Lead Ratings	Define ratings, also called temperatures, that identify the potential of a lead for becoming a sale, and set parameters for triggering workflow. The system sends notifications when a lead or opportunity is not accepted or rejected within a specified time period. Lead ratings are keyed by setID.
Rating Rules	RSF_RATING_RULES	Set Up CRM, Product Related, Sales, Lead and Opportunity, Lead Ratings, Rating Rules	Set up the conditions for assigning a rating to a lead. Lead rating rules are associated to a setID.
Lead Rating Rules - Edit Rules	RSF_CND_BLD_PG	Click the Add Rule button or the button on the Rating Rules page.	Build rating rules.
Edit Condition	RSF_SALE_TERM_PG	Click the Select Term link on the Lead Rating Rules - Edit Rules page.	Choose a condition to evaluate in the rating rule.
Rate Set Value to Lead Rating	RT_RS_TO_LEAD_RATE	Set Up CRM, Product Related, Sales, Lead and Opportunity, Lead Rating by Rate Set Value, Rate Set Value to Lead Rating	Map branch script rate-set values to lead ratings.

Defining Lead Ratings and Setting Workflow Triggers

Access the Lead Ratings page (Set Up CRM, Product Related, Sales, Lead and Opportunity, Lead Ratings, Lead Ratings).

Send Notification

Select to send an email notification to the worklist explaining that the lead or opportunity with the specified rating has not been accepted or rejected within the allowable time.

Max Time (maximum time) and Unit of Time

Specify the maximum delay period—expressed in days, hours, or minutes—by which a lead with that rating must either be accepted or rejected. If the lead is not accepted or rejected within that time, then the defined workflow is triggered.

Setting Up Lead Rating Rules

Access the Rating Rules page (Set Up CRM, Product Related, Sales, Lead and Opportunity, Lead Ratings, Rating Rules).

A lead rating rule is a condition and a rating that the lead received if the condition is met. Lead rating rules are associated with a setID.

Rule Name	Enter a free-form text name for the rule.
Display Condition	Displays the rule for assigning the rating to the lead.
Rating	Displays the ratings that you set up on the Lead Ratings page.

Building Conditions for Rating Rules

Access the Lead Rating Rules - Edit Rules page (click the Add Rule button on the Rating Rules page).

This page enables you to build the condition for a rule. On initial entry to the page, or when you add a term to the condition, the Select Term link appears. After you add a term to the condition, you select an operator from the available values and enter a value to build the condition.

Choosing Conditions to Evaluate

Access the Edit Condition page (click the Select Term link on the Edit Rules page).

This page enables you to select a term that is evaluated as part of a rule. Only conditions that are applicable in the context of lead management appear on this page.

Mapping Survey Values to Lead Ratings

Access the Rate Set Value to Lead Rating page (Set Up CRM, Product Related, Sales, Lead and Opportunity, Lead Rating by Rate Set Value, Rate Set Value to Lead Rating).

When a marketing (or telemarketing) group creates a branch script survey, it defines rate-set values so that the script can translate the overall score into a meaningful rating. You can map those rate-set values to lead ratings here. That way, if the survey score returns the equivalent of a lead rating with the rating category of Qualified, the marketing group can forward the prospect to the sales group as a qualified lead.

See Also

Using PeopleSoft TeleSales

Setting Up Assignment Weights

To set up assignment weights, use the Assignment Weights (RSF_ASSIGN_W_TBL) component.

This section discusses how to define assignment weights.

Page Used to Set Up Assignment Weights

Page Name	Definition Name	Navigation	Usage
Assignment Weights	RSF_ASSIGN_W_TBL	Set Up CRM, Product Related, Sales, Lead and Opportunity, Assignment Weights, Assignment Weights	Define assignment weights to identify the importance of the criteria that the system uses to determine the assignment of a lead or opportunity to a territory.

Defining Assignment Weights

Access the Assignment Weights page (Set Up CRM, Product Related, Sales, Lead and Opportunity, Assignment Weights, Assignment Weights).

Predefined assignment weights are delivered with the following anchor weights. You can use or modify these, and you can define different sets for different combinations of setIDs and assignment groups:

0 is ignore.
5 is important.
9 is most important.

Assignment weights are used, along with other criteria, when the system assigns leads and opportunities.

See Also

Defining Criteria and Their Weights

Setting Up Account-Based Assignment Options

To define account auto-assignment options for leads and opportunities, use the Account Auto-assignment Options for Lead and Opportunity component.

Use the RSF_ASGN_OPTIONS component interface to load data into the tables for this component.

This section provides an overview of lead and opportunity assignment by customer account and discusses how to set up account-based assignment options.

Understanding Lead and Opportunity Assignment by Customer Account

In addition to using the assignment engine for automatic territory-based assignment, PeopleSoft Enterprise Sales can also be set up to support the automatic assignment of sales representatives to leads and opportunities based on associated customer accounts. This feature enables customer account team members, who are established as sales users, to be assigned to leads and opportunities as sales representatives. These team members do not have to be associated with territories to be considered in the assignment of sales representatives to work on leads and opportunities.

Separate configuration options are provided for enabling customer account-based assignment on leads and on opportunities. You can also set up the system to assign either all account team members or just the owners of the account team (who are also sales users) as sales representatives. If the customer account-based assignment option is enabled, it takes precedence over the territory-based mechanism when automatic lead and opportunity assignment occurs.

See Understanding Sales Representative Assignment.

Customer Account-Based Assignment: Process Flow

This diagram illustrates the process for assigning sales representatives to leads based on the account teams that are associated with leads' customers:

Process flow for assigning sales representatives to leads and opportunities based on the account team that is associated with customers of leads and opportunities

This process applies to both leads and opportunities; leads are used in this example to explain the process. Here is how the process works:

An automatic sales representative assignment request is made.

An example is when a user clicks the Find Sales Rep button on the Assign page of a lead, which invokes the assignment engine.
After confirming that the account-based assignment is set to be enabled for leads, the system checks if a customer is present in the lead.
- If yes, the system checks to see if the customer is associated with an account team.
- If no, territory-based assignment is used.
If the customer has an account team, the system further checks if the account team has at least one sales user.

If the customer does not have an account team, or none of the account team members are sales users, territory-based assignment is used.
Based on the selected assignment criterion (the entire account team or owners only), the assignment engine populates the qualified account team members to the Assign page of the lead. Specifically:
- If the assignment criterion is the entire account team, the system populates all team members who are also sales users to the lead as sales representatives, and make the account team owner the primary sales representative. If there are multiple team owners, one of them is made primary through random selection.
  
  If there are no account team owners, or owners are not sales users, the system makes one of the team members the team owner and this owner becomes the primary sales representative.
  
  Note. It is recommended that you mark one account team member as the owner so that this owner automatically becomes the primary sales representative in customer based-assignment.
- If the assignment criterion is owners only, account team members who are both sales users and marked as owners will be assigned to the lead as sales representatives.
  
  Similar to the other assignment criterion, the system makes one of the owners the primary sales representative through random selection. And if no qualified account team owners are available, a random account team member, who is also a sales user, is then selected to become the owner and primary sales representative.

The creator of the lead has a higher priority to be chosen as the primary sales representative if this user is also the owner of the customer's account team.

Page Used to Set Up Account-Based Assignment Options

Page Name	Definition Name	Navigation	Usage
Assignment Options	ASSIGNMENT_OPTIONS	Set Up CRM, Product Related, Sales, Lead and Opportunity, Assignment Options, Assignment Options	Enable the automatic assignment of sales representatives to leads and opportunities by customer account.

Setting Up Account-Based Assignment Options

Access the Assignment Options page (Set Up CRM, Product Related, Sales, Lead and Opportunity, Assignment Options, Assignment Options).

This functionality is disabled as delivered.

Account-Based Assignment

Use Account Team for Lead Assignment	Select to enable account-based automatic assignment of sales representatives for leads.
Use Account Team for Opportunity Assignment	Select to enable account-based automatic assignment of sales representatives for opportunities.

Assignment Criteria

This section is not available for edit if this assignment is not enabled for the Lead or Opportunity component. The selected criteria applies to all enabled components.

Owners Only	Select for the system to assign only owners of the account team (who are sales users) to the enabled component.
Entire Account Team	Select for the system to assign all members of the account team (who are sales users) to the enabled component.

Setting Up Lead Reject and Turnback Reasons

To set up lead reject and turnback reasons, use the Lead Reject Reasons (RSF_LEAD_RJCT_RSN) component.

This section discusses how to set up lead reject and turnback reasons.

Page Used to Set Up Lead Reject and Turnback Reasons

Page Name	Definition Name	Navigation	Usage
Lead Reject/Turnback Reason	RSF_LE_RJCT_RSN	Set Up CRM, Product Related, Sales, Lead and Opportunity, Lead Reject Reasons, Lead Reject/Turnback Reason	Define reasons, keyed by setID, for sales representatives to use when rejecting or turning back a lead.

Setting Up Lead Reject and Turnback Reasons

Access the Lead Reject/Turnback Reason page (Set Up CRM, Product Related, Sales, Lead and Opportunity, Lead Reject Reasons, Lead Reject/Turnback Reason).

Enter codes and descriptions for rejecting a lead.

To reject or turn back a lead, a sales user must identify a reject or turnback reason on the Lead - Summary page. On the Lead Reject/Turnback Reason page, you define the possible reasons that the sales user can select.

Setting Up Sales Contacts

To set up sales contacts, use the Sales Contact (RSF_CONT_SETUP) component. To set up contact roles, use the Contact Roles (RSF_ROLE_CD_TBL) component.

This section discusses how to:

Set up contact support levels.
Set up contact impact levels.
Set up contact titles.
Set up contact departments.
Set up contact roles.

Pages Used to Set Up Sales Contacts

Page Name	Definition Name	Navigation	Usage
Contact Support	RSF_CONT_SUPPORT	Set Up CRM, Product Related, Sales, Lead and Opportunity, Sales Contacts, Contact Support	Set up support levels for describing contacts.
Contact Impact	RSF_CONT_IMPACT	Set Up CRM, Product Related, Sales, Lead and Opportunity, Sales Contacts, Contact Impact	Set up impact levels for describing contacts.
Contact Title	RSF_CONT_TITLE	Set Up CRM, Product Related, Sales, Lead and Opportunity, Sales Contacts, Contact Title	Set up titles for describing contacts.
Contact Department	RSF_CONT_DEPART	Set Up CRM, Product Related, Sales, Lead and Opportunity, Sales Contacts, Contact Department	Set up departments for describing contacts.
Contact Roles	RSF_ROLE_CD_TBL	Set Up CRM, Product Related, Sales, Lead and Opportunity, Contact Roles, Contact Roles	Set up roles for describing contacts.

Setting Up Contact Support Levels

Access the Contact Support page (Set Up CRM, Product Related, Sales, Lead and Opportunity, Sales Contacts, Contact Support).

Create support levels that enable sales users to identify the type of support that a contact shows for moving the sale forward.

Support levels appear on the Impact tab on the Contact grid of the Discover page in the lead and opportunity details components.

Setting Up Contact Impact Levels

Access the Contact Impact page (Set Up CRM, Product Related, Sales, Lead and Opportunity, Sales Contacts, Contact Impact).

Create impact levels that enable sales users to identify the impact that a contact might have on the customer's decision to purchase.

Impact levels appear on the Impact tab in the Contact grid of the Lead - Discover and Opportunity - Discover pages.

Setting Up Contact Titles

Access the Contact Title page (Set Up CRM, Product Related, Sales, Lead and Opportunity, Sales Contacts, Contact Title).

Create titles that enable sales users to identify a contact's position in the customer's organization.

Titles appear on the Organization tab in the Contacts grid of the Lead - Discover and Opportunity - Discover pages.

Note. The contact titles that you set up here are different from the contact roles, which are set up on the Contact Roles page and are used on the Impact tab in theContacts grid of the Lead - Discover and Opportunity - Discover pages. Contact roles are more detailed than titles. For example, you might set up Vice President as a title and Vice President of Purchasing as a role.

Setting Up Contact Departments

Access the Contact Department page (Set Up CRM, Product Related, Sales, Lead and Opportunity, Sales Contacts, Contact Department).

Create departments (for example, Executive, IT, Marketing, and Sales) that enable sales users to identify the department that a contact belongs to in the organization.

Departments appear on the Organization tab in the Contact grid of the Lead - Discover and Opportunity - Discover pages.

Setting Up Contact Roles

Access the Contact Roles page (Set Up CRM, Product Related, Sales, Lead and Opportunity, Contact Roles, Contact Roles).

Define roles (for example, Purchasing Manager, Purchasing Broker, and Vice President of Purchasing) that enable sales users to identify the role that a contact has within the customer's organization.

Contact roles appear on the Contact tab in the Contacts grid of the Lead - Discover and Opportunity - Discover pages.

Setting Up Sales Partners

To set up sales partners, use the Sales Partner (RSF_PARTNER) component.

This section discusses how to:

Set up partner role type and relationship.
Set up business partners and contacts.
Set up partner roles.
Set up partner status values.
Set up partner types.
Set up partner ratings.

Note. PeopleSoft Enterprise Sales provides basic functionality for sales partners. For more robust functionality, use PeopleSoft Partner Relationship Management. This section applies only to systems that do not use PeopleSoft Partner Relationship Management. If you use PeopleSoft Partner Relationship Management, set up sales partners in that application.

See PeopleSoft Partner Relationship Management 9.1 Preface.

Pages Used to Set Up Sales Partners

Page Name	Definition Name	Navigation	Usage
Role Type	BO_ROLE_TYPE	Set Up CRM, Common Definitions, Customer, Role Type, Role Type	Set up the role type of Partner to describe the relationship of sales partners.
Configure Relationship Views	BO_REL_VWCFG	Set Up CRM, Common Definitions, Customer, Configure Relationship Views, Configure Relationship Views	Configure the partner relationship.
Company	RD_COMPANY_DETAILS	Customers CRM, Add Company, Company Customers CRM, Search Company, Company	Create companies as sales partners.
Partner Role	RSF_PARTNR_ROLE	Set Up CRM, Product Related, Sales, Lead and Opportunity, Sales Partner, Partner Role	Define roles to describe partners on the sales team.
Partner Status	RSF_PARTNR_STAT	Set Up CRM, Product Related, Sales, Lead and Opportunity, Sales Partner, Partner Status	Define statuses for partner activity on the sales team.
Partner Type	RSF_PARTNR_TYPE	Set Up CRM, Product Related, Sales, Lead and Opportunity, Sales Partner, Partner Type	Define types to describe partners on the sales team.
Partner Rating	RSF_PARTNR_RATE	Set Up CRM, Product Related, Sales, Lead and Opportunity, Sales Partner, Partner Rating	Define ratings to describe partners on the sales team.

Setting Up Partner Role Type and Relationship

Access the Role Type page (Set Up CRM, Common Definitions, Customer, Role Type, Role Type).

The CRM system delivers the Partner role type that can be used to identify the relationship of an external company or consultant that you want to set up as partners.

See Defining Role Types and Role Categories.

Access the Configure Relationship Views page (Set Up CRM, Common Definitions, Customer, Configure Relationship Views, Configure Relationship Views).

You need to configure the partner relationship before you apply it to partner businesses.

See Configuring the Relationship Viewer.

Setting Up Business Partners and Contacts

Access the Company page (Customers CRM, Add Company, Company).

Enter the following information for the external companies or consultants that you want to set up as partners: business names, addresses, phone numbers, and contact names.

See Maintaining General Company Information.

Setting Up Partner Roles

Access the Partner Role page (Set Up CRM, Product Related, Sales, Lead and Opportunity, Sales Partner, Partner Role).

Enter a partner role ID, status, and description to identify the roles of partners. Add rows to create as many partner roles as you need.

Setting Up Partner Status Values

Access the Partner Status page (Set Up CRM, Product Related, Sales, Lead and Opportunity, Sales Partner, Partner Status).

Enter a partner status ID, status, and description to identify the status of partners' relationship with the organization. Add rows to create as many partner statuses as you need.

Setting Up Partner Types

Access the Partner Type page (Set Up CRM, Product Related, Sales, Lead and Opportunity, Sales Partner, Partner Type).

Enter a partner type ID, status, and description to identify the types of partners with which the organization interacts. Add rows to create as many partner types as you need.

Setting Up Partner Ratings

Access the Partner Rating page (Set Up CRM, Product Related, Sales, Lead and Opportunity, Sales Partner, Partner Rating).

Enter a partner rating, status, and description to rate partners' working relationships or history of success with the organization. Add rows to create as many partner ratings as you need.

Setting Up Sales Competitors

This section discusses how to:

Set up the competitor role type and relationship.
Set up business competitors and contacts.

Pages Used to Set Up Sales Competitors

Page Name	Definition Name	Navigation	Usage
Role Type	BO_ROLE_TYPE	Set Up CRM, Common Definitions, Customer, Role Type, Role Type	Set up the role type Competitor, which you can apply to various sales competitors.
Configure Relationship Views	BO_REL_VWCFG	Set Up CRM, Common Definitions, Customer, Configure Relationship Views, Configure Relationship Views	Configure the competitor relationship.
Company	RD_COMPANY_MAIN_2	Customers CRM, Company	Create companies as sales competitors.

Setting Up Competitor Role Type and Relationship

Access the Role Type page (Set Up CRM, Common Definitions, Customer, Role Type, Role Type).

Set up the role type Competitor to identify the relationship of an external company or consultant with whom you compete for sales.

See Defining Role Types and Role Categories.

Access the Configure Relationship Views page (Set Up CRM, Common Definitions, Customer, Configure Relationship Views, Configure Relationship Views).

You must also configure the competitor relationship before you apply it to competing businesses.

See Configuring the Relationship Viewer.

Setting Up Business Competitors and Contacts

Access the Company page (Customers CRM, Company).

Enter information about the external companies or consultants that you set up as competitors.

See Maintaining General Company Information.

Setting Up Buying Criteria

To set up buying criteria, use the Sales Buying Criteria (RSF_NEEDS) component.

This section discusses how to:

Set up buying criteria types.
Set up buying criteria impact levels.
Set up buying criteria priority levels.
Set up buying criteria status values.

Note. The system does not display buying criteria fields on the Lead - Propose and Opportunity - Propose pages unless you use display templates to specify that you want to display the buying criteria fields.

See Setting Up Display Templates for Leads and Opportunities.

Pages Used to Set Up Buying Criteria

Page Name	Definition Name	Navigation	Usage
Buying Criteria Type	RSF_NEED_TYPE	Set Up CRM, Product Related, Sales, Lead and Opportunity, Sales Buying Criteria, Buying Criteria Type	Define types to describe customer buying criteria.
Buying Criteria Impact	RSF_NEED_IMPACT	Set Up CRM, Product Related, Lead and Opportunity, Sales, Sales Buying Criteria, Buying Criteria Impact	Define impact levels to describe customer buying criteria.
Buying Criteria Priority	RSF_NEED_PRIORITY	Set Up CRM, Product Related, Lead and Opportunity, Sales, Sales Buying Criteria, Buying Criteria Priority	Define priority levels to describe customer buying criteria.
Buying Criteria Status	RSF_NEED_STATUS	Set Up CRM, Product Related, Lead and Opportunity, Sales, Sales Buying Criteria, Buying Criteria Status	Define statuses to describe customer buying criteria.

Setting Up Buying Criteria Types

Access the Buying Criteria Type page (Set Up CRM, Product Related, Sales, Lead and Opportunity, Sales Buying Criteria, Buying Criteria Type).

Enter a buying criteria ID, status, and description to identify the types of criteria that influence customer decisions to purchase. Add rows to create as many types as you need.

See Also

Qualifying a Lead or Opportunity

Setting Up Buying Criteria Impact Levels

Access the Buying Criteria Impact page (Set Up CRM, Product Related, Lead and Opportunity, Sales, Sales Buying Criteria, Buying Criteria Impact).

Enter an impact ID, status, and description to identify the impact of buying criteria on customer decisions to purchase. Add rows to create as many impact levels as you need.

See Also

Qualifying a Lead or Opportunity

Setting Up Buying Criteria Priority Levels

Access the Buying Criteria Priority page (Set Up CRM, Product Related, Lead and Opportunity, Sales, Sales Buying Criteria, Buying Criteria Priority).

Enter a priority ID, status, and description to identify the priority of customers' need for a product. Add rows to create as many need priorities as necessary.

See Also

Qualifying a Lead or Opportunity

Setting Up Buying Criteria Status Values

Access the Buying Criteria Status page (Set Up CRM, Product Related, Lead and Opportunity, Sales, Sales Buying Criteria, Buying Criteria Status).

Enter a status ID, status and description to identify the status of customers' need for a product. For example, you might create a buying criteria status of Closed or Open. Add rows to create as many status levels as you need.

See Also

Qualifying a Lead or Opportunity

Setting Up Lead Sources

To set up a lead source, use the Lead Sources (RSF_LEAD_SOURCE) component.

This section discusses how to set up lead sources.

Page Used to Set Up Lead Sources

Page Name	Definition Name	Navigation	Usage
Lead Source	RSF_LEAD_SOURCE	Set Up CRM, Product Related, Sales, Lead and Opportunity, Lead Sources, Lead Source	Identify common sources for leads.

Setting Up Lead Sources

Access the Lead Source page (Set Up CRM, Product Related, Sales, Lead and Opportunity, Lead Sources, Lead Source).

Enter a description and status to identify each source that typically produces leads. PeopleSoft Enterprise Sales delivers predefined lead sources, which includes, but not limited to, Agreement, Case, Marketing, Online Marketing, Partner, Sales, and Tech Support. You can modify or delete these, and you can create as many additional lead sources as you need.

When a sales user enters a lead, the system uses Sales as the lead source on the Lead - Qualify page.

Setting Up Fallout Reasons

To set up fallout reasons, use the Fallout Reason (RSF_FALLOUT_RSN) component.

This section discusses how to set up fallout reasons.

Page Used to Set Up Fallout Reasons

Page Name	Definition Name	Navigation	Usage
Fallout Reason	RSF_FALLOUT_RSN	Set Up CRM, Product Related, Sales, Lead and Opportunity, Fallout Reason, Fallout Reason	Define reasons to describe why an opportunity is lost.

Setting Up Fallout Reasons

Access the Fallout Reason page (Set Up CRM, Product Related, Sales, Lead and Opportunity, Fallout Reason, Fallout Reason).

Enter a status, description, and long description (for example, Customer Cancels Purchase, Lost Deal on Price, and Couldn't Meet Delivery Date) to identify the reasons why an opportunity might be lost. Create as many fallout reasons as you need.

Setting Up Pipeline Segments

To set up pipeline segments, use the Pipeline Segments (RSF_SEGMENT) component.

This section discusses how to define pipeline segments.

Page Used to Set Up Pipeline Segments

Page Name	Definition Name	Navigation	Usage
Pipeline Segments	RSF_SEGMENT	Set Up CRM, Product Related, Sales, Lead and Opportunity, Pipeline Segment, Pipeline Segments	Define pipeline segments that correlate to stages of the sales process.

Defining Pipeline Segments

Access the Pipeline Segments page (Set Up CRM, Product Related, Sales, Lead and Opportunity, Pipeline Segment, Pipeline Segments).

Pipeline segments correlate to stages of your sales process. The default segments correlate to the stages of the KES process: Contact, Qualify, Develop, Negotiate, and Retain.

Enter a description and status to identify each pipeline segment to correlate it to the stages of your business process.

Add rows to create additional segments. The system provides default sequence numbers. You can override the sequence numbers to reorder the stages.

Pipeline segments appear on the Segment Pipeline page in the Review Pipeline component.

See Viewing the Opportunity Pipeline.

Note. You can use other sales process definitions—for example, the Miller Heiman process—to define pipeline segments.

Setting Up Templates for Importing Leads

To set up templates for importing sales leads, use the Sales Lead Import Template (RB_IMP_TEMPLATE) component.

This section provides an overview of lead-import templates and discusses how to:

Create a lead-import template.
Rearrange fields on a template.
View the import template map.

Understanding Lead-Import Templates

When you import leads into PeopleSoft Enterprise Sales, the system copies data from a spreadsheet to the Leads table and the Customer Data Model tables. Before you can import leads, you must set up a lead-import template that specifies the mapping between the spreadsheet and the tables. PeopleSoft Enterprise Sales delivers a default template that can be used as delivered. You can create additional templates, if needed. When setting up a lead-import template, you use the Sales Lead Import Templates component to:

Specify the fields to include during the import.
Map the spreadsheet columns to fields in the Lead table.
Set up duplicate checking for leads.
Set up lookup criteria for Customer Data Model fields.

In addition, you can create a spreadsheet template that contains the column headings for fields that you import into PeopleSoft Enterprise Sales.

Pages Used to Set Up Templates for Importing Leads

Page Name	Definition Name	Navigation	Usage
Import Template	RB_IMP_TEMPLATE	Set Up CRM, Product Related, Sales, Lead and Opportunity, Sales Lead Import Templates, Import Template	Create templates for importing sales lead data from comma-delimited spreadsheets.
Maps	RB_IMP_TMPL_MAP	Set Up CRM, Product Related, Sales, Lead and Opportunity, Sales Lead Import Templates, Maps	View the import template map.
Import Resequencing page - Resequence Import Template	RB_IMP_SEQ_SEC	Click the Resequence Fields link on the Import Template page.	Override sequence numbers to rearrange fields on a template.

Creating a Lead Import Template

Access the Import Template page (Set Up CRM, Product Related, Sales, Lead and Opportunity, Sales Lead Import Templates, Import Template).

Each level of the Leads component interface is included as a collapsible section of the page. Each section lists all of the fields from that level. Select the fields to include in a Microsoft Excel spreadsheet to create a template for importing lead data.

Note. PeopleSoft Enterprise Sales delivers a default template called LEAD_IMPORT. In the default template, some fields do not have the Include check box selected. These are system fields that are part of the template for processing purposes but are typically not included in a spreadsheet containing data to be imported.

Access the Address Format page to determine the fields used for address formats specific to a country.

See Setting Up Address Formats and Values.

Select Duplicate Match Method

This section appears only if the CDH integration is activated in your CRM system. The Duplicate Match Method chosen for the template is used as the default method whenever the template is used for Lead Import.

Template and Customer Data Hub

Select the method used for detecting duplicate customers and contacts in leads that are going to be imported to the CRM system. Options are:

Template (default option): If selected, the duplicate checking setup that is defined in the Select Fields section is used for check for potential duplicates of companies, contacts, and leads.
Customer Data Hub: If selected, specialized match rules in CDH are utilized to prevent duplicates of companies and contacts from being introduced to the CRM system.

Allow Override

Select to allow the default method set at the Template level to be overridden during the Lead Import process.

See Understanding Customer Data Hub Integration.

Select Fields

Expand a component interface level.

Include	Select to include the field during the import of lead data.
Dedup Leads (deduplicate leads)	Select to enable the system to use this field when searching for duplicate sales leads. If the system finds a sales lead with data that matches the spreadsheet data for all the fields that are duplicate-checked, the lead is marked as a duplicate and held for review.
Match Recname (match record name)	Select the record in the Customer Data Model table in which the field is stored.
Match Field	Select the field in the Customer Data Model record that is equivalent to the field name for the lead.
Match Company	Select this check box for all fields that the system uses to compare existing company data in the Customer Data Model tables against imported data. For all fields with the Match Company check box selected, if the imported data matches existing data, then the system does not add the company to the Customer Data Model tables.
Match Person	Select this check box for all fields that the system uses to compare existing person data in the Customer Data Model tables against imported data. For all fields with the Match Person check box selected, if the imported data matches existing data, then the system does not add the person to the Customer Data Model tables.
Force Match	Select this check box to force a match of the imported data with the data in the Customer Data Model table. For example, an email address is typically unique and could be used to force a match of a contact.
Field Name and Description	Displays the name and description of the field in the Leads table into which the data is imported.
Custom Label	Enter the label or column heading in the spreadsheet from which the system retrieves data for the field.

Page Actions

Generate Template

Click to generate the template, after selecting the fields, specifying the custom labels, and resequencing the fields (if necessary).

The system generates a Microsoft Excel spreadsheet template (only the column headers are provided) and opens it in a separate window. You can use this as a starting point to enter actual data into the spreadsheet.

Generating the template automatically saves the entire page. At any time after the page is saved, you can select the Maps tab to view a list of the column headings and see how the fields correlate to them.

Warning! If you manually change a column heading in the Microsoft Excel spreadsheet, the mapping for that field is lost and the system cannot determine how to map that column to a database field.

Resequence Fields

Click to access the Resequence Import Template page, where you can override sequence numbers to reorder the fields in the template.

Rearranging Fields on a Template

Access the Import Resequencing page - Resequence Import Template page (Click the Resequence Fields link on the Import Template page).

Sequence

Override the numbers to rearrange the component level fields, if necessary. This option resequences only the fields on the template. It does not affect how fields appear on pages in the components.

Show New Sequence

Click to view the fields in the new order.

OK

Click to accept the new sequence and return to the template page.

Cancel

Click to return to the template page without resequencing.

Viewing the Import Template Map

Access the Maps page (Set Up CRM, Product Related, Sales, Lead and Opportunity, Sales Lead Import Templates, Maps).

After you generate the template, view a list of the column headings to see how the fields correlate.

Setting Up the Summary Page for Leads and Opportunities

This section provides an overview of summary pages for leads and opportunities and discusses how to:

Configure the summary page for leads and opportunities.
Precalculate terms that appear on the summary page.
View a list of term updates.
Update business object names.

See Managing a Lead or Opportunity by Using Summary Information.

Understanding Summary Pages for Leads and Opportunities

The component summary page is the first page that a user sees on displaying an existing lead or opportunity. Each summary page is composed of a header, which identifies the component as a lead or opportunity, and one or more sections.

Sales delivers a standard setup for leads and opportunities and provides a component for you to modify the delivered setup. The delivered summary page for leads includes the following sections: summary, contacts, tasks, notes, team, products, and quotes. You can add sections or modify sections.

RSF_LEAD_ENTRY is the component name for the lead summary page for leads, and RSF_OPPORTUNITY is the component name for the opportunity summary page.

Pages Used to Set Up the Summary Page for Leads and Opportunities

Page Name	Definition Name	Navigation	Usage
Summary Page Setup	RB_SMRY_GRID	Set Up CRM, Common Definitions, Component Configuration, Summary Page Setup, Summary Page Setup	Configure the summary page for leads or opportunities.
Term Selection	RB_SMRY_SEL_TERM	Add a new row to the Summary Text Bind Fields grid on the Summary Page Setup page. Select Term in the Type field. Click the Search button.	Search for a term to appear on the summary page.
Schedule Updates	RSF_TL_RUN	Set Up CRM, Product Related, Sales, Lead and Opportunity, Schedule Term Update, Schedule Updates	Precalculate terms that appear on the Summary page.
View Update Result	RSF_UPDATE_SRCH	Set Up CRM, Product Related, Sales, Lead and Opportunity, View Update Result, View Update Result	View a list of term updates.
Update Business Object Names	RSF_UPD_BO_ATTR	Set Up CRM, Product Related, Sales, Lead and Opportunity, Update Business Object Names, Update Business Object Names	This program corrects the customer, site, and contact names in Lead and Opportunity tables to match with the customer master data.

Configuring the Summary Page for Leads and Opportunities

Access the Summary Page Setup page (Set Up CRM, Common Definitions, Component Configuration, Summary Page Setup, Summary Page Setup).

Top Summary Box Title

These fields also appear in the Summary Section Title region. The values that you enter in these fields determine the information that displays in the title areas of the report. It is recommended that you do not change the information in the Top Summary Box Title collapsible section.

Message Set Number	Enter the message set number for the PeopleSoft application. In most cases, you use 17833 (Sales Force Automation).
Message Number	Enter the message number, which determines the section heading.
Title Text	Displays the text that appears on the summary page. This text is based on the message number that you select.

Summary Section

This region contains a list of sections that you want to be available on the Summary page of leads and opportunities.

Summary Section Title

Enter a message set number and a message number to identify the title for each section that appears on the Summary page.

Base Scroll Record and Page

The fields on this page region determine the source and placement of the information that appears in the section.

Include in Top Summary Box	Select to include this section in the summary box at the top of the summary page.
Populate With level 0 data	Select to indicate that the data that is displayed in the section comes from level 0, as opposed to a scroll of information. For example, on the Lead - Summary page, level 0 information is from the highest level RSF_LEAD record. Only the top summary box can contain level 0 information. If this check box is not selected, lower level information from the record appears. For the RSF_LEAD record, this might be the list of contacts or products for the lead.
Seq Nbr (sequence number)	Enter a sequence number for the section.
Occurs	Enter the number of rows to include in the section. For example, if the section contains a list of contacts, enter the number of contacts to show.
(ReSequence)	Click to reorder the sections based on changes that you made to the Seq Nbr field.
Base Record	Select the record that is the source of the data.
Page Name	Select the subpage, or page region, that is used to view and maintain the records that appear in the summary scroll area.
Parent Page	Select the parent of the subpage that you use to maintain and view the data. The system transfers to the parent page when the user clicks a link on the summary page.

Hyperlink Record and Field

Record Name	To include a link in the section, enter the record containing the target field for the link.
Field Name	To include a link in the section, enter the target field for the link.

Display Template Section

Section ID

Select a display template section ID for the corresponding summary section (for example, choose COMPETITION section ID for the Competition summary section), which is used by the system to hide the section on the Summary page if its matching detail section is no longer displayed on any other pages of the component (as configured using a display template).

When a section ID is specified here, the system checks to see if the corresponding section is visible on any page of the said component. If the section is configured to be displayed on a page of the component, its summary section is also visible. But if an administrator disables the section from being displayed on any pages of the component, then its summary section will be removed from the Summary page accordingly.

If a section ID is not specified, no checking is performed and the summary section always appears. An example is the display of the Tasks, Notes, and Call Reports sections on the Summary page for both leads and opportunities. Because the Tasks, Notes, and Call Reports pages do not contain any sections in the core display templates, they cannot be referenced on the summary page setup using section IDs. Therefore, these sections are always displayed on the Summary page even if their corresponding pages are actually hidden from the component through display templates.

As delivered, this functionality is only supported on the CORE display templates for leads and opportunities in which the Summary page is configured to be shown. The summary page setup for the Lead component has these sections mapped to corresponding section IDs: Contacts, Competition, and Products. As for the Opportunity component, each of these sections is mapped to a section ID: Contacts, Team, Products, Competition and Quotes.

Summary Line Text

Message Set Number	Enter the message set number for the PeopleSoft application. In most cases, you use 17833 (Sales Force Automation).
Message Number	Enter the message number, which determines the text that the system displays in the section.
Summary Text	The system displays the variables and text that appear in the section. The variables are designated by the percent sign followed by a number; for example, %1. The variables correspond to the numbers in the Summary Text Bind Fields section.
Explain Text	The system displays an explanation of the text that appears in the section.

Summary Text Bind Fields

Seq (sequence)	Enter the sequence number. This number is associated with the variable number in the Summary Text field.
Type	Select Record (default) to enter record information and Term to enter term information. If you select Record, then the Record Name, Field Name, Label, and Formatted fields are enterable. If you select Term, then you must click the Lookup Term button to select a Term Name and enter a value in the Message Nbr (Message Number) field.
Record/Term Name	Select the record or term that contains the field that the system displays. If you select the Record type, then you select the system name of the record from the available choices. If you select the Term type, then you click the Select Term button to select a term from the lookup page for use in the summary text.
Field Name	Select the field that the system displays. This field appears only if you select the Record type.
Label	Select the source of the field that appears on the summary page. This field appears only if you select the Record type. Values are: (blank) This is the default. Select it to display the field value as stored in the database on the component summary page. Short XLAT Long XLAT For example, a lead type that is represented as QU (Qualified) in the database might have a Short XLAT (short translate) value of Qualified and a Long XLAT (long translate) value of Qualified Lead.
Format Display	Select to display the formatted display-value of the field. For example, for a currency field, you might have the system display $1,000.00 instead of the value 1000. This field appears only if you select the Record type.
Term Name	Displays the name of the term that you select.
(select term)	Click to access an untitled page where you can select an AAF (Active Analytics Framework) term that the system displays.

See Also

PeopleSoft Enterprise CRM 9.1 PeopleBook: Active Analytics Framework

Setting Up Lead Ratings

Precalculating Terms That Appear on the Summary Page

Access the Schedule Updates page (Set Up CRM, Product Related, Sales, Lead and Opportunity, Schedule Term Update, Schedule Updates).

Enter the following information and click the Run button. You can save an update and run it multiple times.

Update Description	Enter a description for the set of metrics you select to run.
Enable	Select to calculate the term when you run the update.
SetID	Select the setID whose data to use to calculate the term.
Term	Select the term to calculate. Only terms that were added to the Summary Text Bind Fields for either the Lead or Opportunity component are available in this list.

Viewing a List of Term Updates

Access the View Update Result page (Set Up CRM, Product Related, Sales, Lead and Opportunity, View Update Result, View Update Result).

This page displays a list of the term updates that were run for a given setID and information about the run.

Updating Business Object Names

Access the Update Business Object Names page (Set Up CRM, Product Related, Sales, Lead and Opportunity, Update Business Object Names, Update Business Object Names).

This Application Engine program synchronizes the customer, site, and contact names in Lead and Opportunity tables to match with the customer master data.

Setting Up Display Templates for Leads and Opportunities

PeopleSoft Enterprise Sales provides display templates that enable you to control the appearance and behavior of the Lead and Opportunity components for specific business needs. For the Opportunity component (RSF_OPPORTUNITY), two delivered display templates are available: CORE. and HE_SALES. For the Lead component (RSF_LEAD_ENTRY), PeopleSoft Enterprise Sales delivers three display templates:

CORE

Determines the appearance and behavior of the Lead component for enterprise users.
PRM_SALES

Determines the appearance and behavior of the Lead component for partner users.
FSI_SALES

Determines the appearance and behavior of the Lead component for wealth management referrals.
HE_SALES

Determines the appearance and behavior of the Lead component for higher education users.

See Configuring Display Templates.

Pages Used to Set Up Display Templates for Leads and Opportunities

Page Name	Definition Name	Navigation	Usage
Display Template	RDT_TMPL_PAGE	Set Up CRM, Common Definitions, Component Configuration, Display Templates, Display Template Details, Display Template	Set up display templates for leads and opportunities.
Display Template - Page Definition	RDT_TMPL_SECTN	Click a page link on the Display Template page. Click the Show Section Details link and select the Security tab of a section.	Use a functional option with the display template.

Setting Up Display Templates for Leads and Opportunities

Access the Display Template page (Set Up CRM, Common Definitions, Component Configuration, Display Templates, Display Template Details, Display Template).

This table lists the default configurations for the pages defined for the CORE display template for the Lead and Opportunity components:

Page	Configuration
Summary	Configure the Summary page by using the Summary Page Setup page. See Setting Up the Summary Page for Leads and Opportunities. The functional option CORE_RSF_SUMMARY determines whether a user can view the Summary page. See Setting Up Functional Options.
Discover	Displays the Customer, Lead/Opportunity Details, Contacts, and Accept/Reject sections. If you have installed PeopleSoft Partner Relationship Management, enable the Partner section on the display template.
Assign	Displays the Sales Team Members and Partner sections. If you have installed Partner Relationship Management, disable the Partner section and enable the Add Partner Rep section on the display template.
Qualify	Displays the Campaign, Competition, and Survey sections.
Propose	Displays the Product and Quote/Order sections. For opportunities, it also displays the Forecast section.

Functional Option Used with the Display Template

Access the Display Template - Page Definition page (click a page link on the Display Template page. Click the Show Section Details link and select the Security tab of a section).

You can enter CORE_RSF_ADVANCED in the Functional Option Code field on the Security tab to either display or hide a field or grid tab in the Lead or Opportunity component, depending on the setting of the functional option for a user.

See Setting Up Functional Options.

This table displays the grid tabs and fields in the delivered CORE display template for leads and opportunities that have the value CORE_RSF_ADVANCED in the Functional Option Code field:

Page - Section	Grid Tab or Field
Discover - Contacts	Phones tab, Impact tab, Organization tab, Correspondence tab
Assign - Sales Team Members	Territory tab, Additional Details tab, Comments tab
Qualify - Competition	Comments tab
Qualify - Survey	Status tab
Propose - Forecast (opportunity only)	Revenue Type field
Propose - Quote	Order tab, Audit tab

To hide or display specific fields or grid tabs in the Lead or Opportunity component, you can edit the CORE display template.

Setting Up Task Group Templates for Leads and Opportunities

This section provides an overview of task group templates and discusses how to:

Define task group templates.
Associate task group templates with lead statuses.
Associate task group templates with opportunity sales stages.

Understanding Task Group Templates

A task group template is a grouping of related tasks performed to accomplish certain goals. When you select a task group template to apply to a component, the system automatically populates the set of predefined tasks on the Tasks page of that component, saving time that you otherwise must spend entering those tasks one by one. Both the Lead and Opportunity components support the use of task group templates, which can be applied in two ways:

Manually, by selecting an existing task group template on the Tasks page.
Automatically, through the use of the AAF policies that populate sales tasks when the corresponding policy condition is met.

Delivered AAF policies are available for populating tasks when the status of leads is set to Open or Rejected, or when the sales stage of opportunities is set to Discover, Qualify Customer, or Develop Solution. You can modify or create new policies for other situations where sales tasks need to be populated by the system.

Note. The system populates sales tasks on leads and opportunities whenever a triggering event occurs (before saving a lead or opportunity) and the conditions of sales tasks-related policies are met, which can take place multiple times. In an example of leads, if you update the status of a lead from New to Open, to Working, then back to Open, and you save the lead every time a status is changed, the system populates the same set of sales tasks twice for the two times when the lead status was changed to Open. Duplicate tasks are allowed on the Tasks page.

Page Used to Set Up Task Group Templates for Leads and Opportunities

Page Name	Definition Name	Navigation	Usage
Task Group Template	RB_TSK_GRP_TPL	Set Up CRM, Common Definitions, Task Management, Task Group Template, Task Group Template	Define task group templates, which consist of lists of related tasks that can be populated to leads and opportunities.

Defining Task Group Templates

Delivered task group templates are available for the Lead (Lead Open and Lead Rejected) and Opportunity components (Opportunity Discover, Opportunity Qualify and Opportunity Solution).

See Defining Task Group Templates.

Associating Task Group Templates with Lead Statuses

To associate task group templates with lead status using AAF policies:

Note. The CRM system delivers policies (for IPROD and SHARE setIDs) that populate preset tasks to leads when the lead status is set to Open or Rejected.

Navigate to Enterprise Components, Active Analytics Framework, Policies, Manage Policies.
Click the Build a Policy button.
Enter a policy name and the setID in which the policy is used.

Use Before a Lead is Saved as the trigger point.
Click the Add Condition button.

The Build a Policy - Add Condition page appears.
Click the Select Term link.

In the Select Subject Area section, expand the Sales node, then click the Lead link. Select the Lead Status term on the right column.
A term is selected on the Build a Policy - Add Condition page.

Now, enter an operator and value to finish building the condition.

For example, if this policy needs to be evaluated when the status of leads is set to Rejected, select is changed to as the operator and Rejected as the value.
Click the Done button.
Click the Add Actions button to specify an action for the policy.

Select Sales Task as the action type and enter an action name.
Click the Configure button on the same row. The Configure Sales Task Action page appears.
In the Task Details section, select Lead as the application usage, and an applicable task group template (for example, Lead Rejected).
Click the OK button.
Click the Done button to confirm the action configuration.
Click the Activate button and then the Save button to save the new policy in active mode.

Refer to the “Building and Managing Policies” chapter for more information on how to build and manage AAF policies.

See Also

PeopleSoft Enterprise CRM 9.1 PeopleBook: Active Analytics Framework

Associating Task Group Templates with Opportunity Sales Stages

To associate task group templates with opportunity sale stages using AAF policies:

Note. The CRM system delivers policies (for IPROD and SHARE setIDs) that populate preset tasks to opportunities when the opportunity sales stage is set to Discover, Qualify Customer, or Develop Solution.

Navigate to Enterprise Components, Active Analytics Framework, Policies, Manage Policies.
Click the Build a Policy button.
Enter a policy name and the setID in which the policy is used.

Use Before an Opportunity is Saved as the trigger point.
Click the Add Condition button.

The Build a Policy - Add Condition page appears.
Click the Select Term link.

In the Select Subject Area section, expand the Sales node, then click the Opportunity link.

Select the Opportunity Sales Stage term on the right column.
A term is selected on the Build a Policy - Add Condition page.

Now, enter an operator and value to finish building the condition.

For example, if this policy needs to be evaluated when the sales stage of opportunities is set to Develop Solution, select is changed to as the operator and SOLUTION as the value.
Click the Done button.
Click the Add Actions button to specify an action for the policy.

Select Sales Task as the action type and enter an action name.
Click the Configure button on the same row.

The Configure Sales Task Action page appears.
In the Task Details section, select Opportunity as the application usage, and an applicable task group template (for example, Opportunity Solution).
Click the OK button.
Click the Done button to confirm the action configuration.
Click the Activate button and then the Save button to save the new policy in active mode.

Refer to the “Building and Managing Policies” chapter for more information on how to build and manage AAF policies.

See Also

PeopleSoft Enterprise CRM 9.1 PeopleBook: Active Analytics Framework

Model and Name	Displays PSFT (KES) and Knowledge Enabled Sales as the default values if you use the KES process. If you use a different sales process, the process and name appear. You can edit the name on this page.
Close % Method (close percentage method)	Select a method for evaluating the progress of opportunities; 100 percent equals closed or completed. Values are: Stage Weight %: Expresses progress as a percentage of the weighted stages that are completed. For example, suppose that your sales model consists of three stages and you assign a weight of 50 percent to the first stage and 25 percent each to the second and third stages. When you complete the first two stages, the system calculates that you have completed 75 percent of the sales model. Stage Level: Expresses progress as a simple percentage of the stages completed. For example, suppose that your sales model consists of four stages. When you complete the first two stages, the system calculates that you have completed 50 percent of the sales model. Task Type: Expresses progress as a simple percentage of tasks completed. For example, suppose that your sales model consists of eight tasks. When you complete the first six tasks, the system calculates that you have completed 75 percent of the sales model. Not Used: No methods are used to evaluate the progress of opportunities.
Hide Tasks and Show Tasks	Click to hide or display tasks. If you use tasks associated with your sales process, display them. Otherwise, hide the tasks that appear here.
Clone	Click to access the Clone Sales Process page, where you can copy or clone the sales process to a different setID. You can clone the stages and tasks of the process.

Send Notification	Select to send an email notification to the worklist explaining that the lead or opportunity with the specified rating has not been accepted or rejected within the allowable time.
Max Time (maximum time) and Unit of Time	Specify the maximum delay period—expressed in days, hours, or minutes—by which a lead with that rating must either be accepted or rejected. If the lead is not accepted or rejected within that time, then the defined workflow is triggered.

Sequence	Override the numbers to rearrange the component level fields, if necessary. This option resequences only the fields on the template. It does not affect how fields appear on pages in the components.
Show New Sequence	Click to view the fields in the new order.
OK	Click to accept the new sequence and return to the template page.
Cancel	Click to return to the template page without resequencing.