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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.

This task is a step in Process of Managing Enterprise Selling Process.

To add objectives

  1. Navigate to the Accounts screen, then the Accounts List view.
  2. Drill down on the Name field of an account record.
  3. Click the Enterprise Selling Process view tab.
  4. In the lower link bar, click Objectives.
  5. In the list, create a new record, and complete the necessary fields.

    Some fields are described in the following table.


    Unit or Resource

    Type the unit or resource for which you are creating the objective. Units can be a business or service unit, opportunities, offerings, or groups of units. Examples of resource names are Marketing, Customer Satisfaction, or Partners.

    Objective Type

    Select the type of objective. Select from the Cross Account, Revenue, and Business Development objective types.


    Type the objective for the unit or resource.


    Type a statement explaining how to achieve the objective.

  6. Drill down on the Unit or Resource field.

    The Objective details form appears with the Action Plan list.

  7. In the Action Plan list, create a new record, and complete the necessary fields.

    The Actions you create in the Action Plan list appear in your Activities, Calendar, and To Do List. The Display In value that you select determines the actions that appear. To appear in the Calendar, the start date for the action must be entered.

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