This chapter provides an overview of the measurement of plan goals and discusses how to:
Establish plan goal metrics.
Calculate goal attainment.
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.
This section discusses how to:
Enter goal metrics.
Select the attainment measurement.
Page Name |
Object Name |
Navigation |
Usage |
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. |
|
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. |
Calc Method (calculation method) |
Select Manual to enter the goal values. Select Automatic to select the strategic plan term. |
Access the Strategic Plan Term Selection page.
Select a term to measure the calculation of attainment.
See Understanding AAF.
This section discusses how to:
Calculate attainment for one plan.
Calculate attainment for multiple plans.
Page Name |
Object Name |
Navigation |
Usage |
Account Plan |
RSP_PLANNING |
|
|
Auto Calculate Plan Goals Attainment |
RSP_PLANNING |
Set Up CRM, Product Related, Strategic Account Planning, Auto Calc Plan Attainments |
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. |
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.