Measuring the Attainment of Plan Goals

This chapter provides an overview of the measurement of plan goals and discusses how to:

Click to jump to parent topicUnderstanding the Measurement of Plan Goals

To measure the success of a strategic plan, base each strategy on measurable goals and objectives that help you track the progress that your team and partners are making in the account.

PeopleSoft Strategic Account Planning delivers configurable templates for setting up the account strategy. Sales, marketing, and service managers can tailor these plan templates to track performance objectives for each plan. Each plan template contains suggested goals, or you can create new performance indicators that are specific to your business needs.

You define a metric once and deploy it across all account plans. Both internal and third-party data sources can be leveraged for metric calculations. For example, you can use market share data to track your competitive position or you can import survey results to measure customer satisfaction.

Dashboard views make it easy to identify specific issues that must be addressed in the account. You can track performance in individual accounts or roll up key metrics to see aggregate performance in a single view. For each metric, account managers can compare actual versus target goal attainment and adjust the customer strategy in real time.

Click to jump to parent topicEstablishing Plan Goal Metrics

This section discusses how to:

Click to jump to top of pageClick to jump to parent topicPages Used to Establish Plan Goal Metrics

Page Name

Object Name

Navigation

Usage

Account Plan

RSP_PLANNING

My Accounts

Click an account name in the Account List.

Select the Plans tab from the Company, Person (Individual Consumer), or Partner Company components.

Enter goal metrics to measure goal attainment.

Strategic Plan Term Selection

RSP_TP_EOCF_SEC

Click the Select Term link on the Account Plan page.

Select a term to measure the calculation of attainment.

Note. This link is available only when you are adding a new goal.

Click to jump to top of pageClick to jump to parent topicEntering Goal Metrics

Access the Account Plan page.

Calc Method (calculation method)

Select Manual to enter the goal values. Select Automatic to select the strategic plan term.

See Creating Account Plans.

Click to jump to top of pageClick to jump to parent topicSelecting the Attainment Measurement

Access the Strategic Plan Term Selection page.

Select a term to measure the calculation of attainment.

See Understanding AAF.

Click to jump to parent topicCalculating Goal Attainment

This section discusses how to:

Click to jump to top of pageClick to jump to parent topicPages Used to Calculate Goal Attainment

Page Name

Object Name

Navigation

Usage

Account Plan

RSP_PLANNING

  • My Account

    Select an account on the My Accounts page.

  • Customers CRM, Add Company or Search Company, Plans

    Select an account.

  • Customers CRM, Add Site or Search Site, Plans

    Select an account.

  • Partner CRM, Add Person (Consumer) or Search Person, Plans

    Select an account.

  • Partner CRM, Add Partner Company or Search Partner Company, Business Plans

    Select an account.

Calculate the attainment of goals for one plan.

Auto Calculate Plan Goals Attainment

RSP_PLANNING

Set Up CRM, Product Related, Strategic Account Planning, Auto Calc Plan Attainments

Calculate the attainment of goals for multiple plans.

Click to jump to top of pageClick to jump to parent topicCalculating Attainment for One Plan

Access the Account Plan page.

Note. You can calculate attainment for plans in Active status only.

Target Value

Displays the target value assigned to the goal.

Type

Displays the type of value defined by the Target Value. Options are Amount, Percent, Quantity, and Other.

Prorated Target

Displays the target value with proration applied, if applicable.

Attainment

Displays the actual attainment for the goals.

Note. If the goal is a manual goal, enter a number for the goal in the Attainment field.

Variance % (variance percentage)

Displays the percentage difference between the target and the attainment.

Prorate

Displays whether proration is applied to the target value.

Calculate Attainments

Click this button to calculate attainments.

View in Currency

Select a currency to use for all monetary amounts that appear on the page.

Click to jump to top of pageClick to jump to parent topicCalculating Attainment for Multiple Plans

Access the Auto Calculate Plan Goals Attainment page.

Based on specified parameters, a batch Application Engine program runs to select matching plans to which the current user has access and to calculate attainment for each of the matching plans. The last calculated date for each of these plans is updated. An administrator running this program can view batch program status by clicking the Process Monitor link.

Plan Type

Select a plan type. The system calculates goal attainment for plans of this type.

Template Name

Select a template name. The system calculates goal attainment for plans that use this template.

Time Frame

Select a time frame for calculating attainments.

See Understanding AAF.