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Siebel Applications Administration Guide > Target Account Selling > Adding Customer MilestonesMilestones are formal steps in the customer's buying process. The Customer Milestones view helps sales professionals identify and track customer requirements that must be met as the sales cycle progresses. After the milestones are set, use the Our Activities list to target specific activities to accomplish to meet each milestone. These activities might include formal presentations, product demonstrations, benchmarks, proposals, and other activities required to make the sale. Figure 21 shows the Customer Milestones list, and the activities associated with the selected milestone in the Our Activities subview list. Milestones are similar to Activity Plan templates that are created with predefined activities. For example, the initial milestone, Request Offering, is associated with recommended activities to be performed by you and your sales team. These activities might include understanding the problem or opportunity, defining the customer's Compelling Event and confirming the budget, completing an opportunity assessment, and developing an organization map for the customer's business. A sample of customer milestone types is included with the Siebel Sales application. Your administrator can change the milestones to suit your business needs. You and your sales team can create, edit and delete activities associated with the milestones that address the opportunity. This task is a step in Process of Managing Target Account Selling.
Repeat the procedure until you have entered all key milestone events. Review the recommended activities for each milestone before adding new milestones. Adding Associated Activities to Each MilestoneComplete the following procedure to add associated activities to each milestone. To add associated activities to each milestone
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