PeopleSoft Sales 9.1 PeopleBook

Getting Started with PeopleSoft Sales

This chapter provides an overview of PeopleSoft Sales and discusses:

PeopleSoft Sales integrations.
PeopleSoft Sales implementation.

PeopleSoft Sales Overview

To drive profitable revenue growth, you need to align your sales strategy with customer needs and corporate objectives. This strategy must be supported by the territory and incentive structure, and requires real-time visibility across multiple channels to optimize your sales processes in response to market changes. You also need to ensure that your sales force has the right capabilities and tools to execute the strategic plan. PeopleSoft Sales enables you to:

Leverage the right channels, resources, and offerings to differentiate your business from others and prevail over the competition.
Motivate and track sales performance using metrics-driven planning and compensation tools.
Increase operational efficiency by integrating sales processes across the enterprise.
Extend your sales reach through partners and other channels.
Maximize sales productivity and build profitable, loyal customer relationships.

PeopleSoft Sales enables you to enter, assign, and track sales leads and opportunities. After you have entered sales opportunities into your database, you can view the opportunity pipeline and generate forecasts to manage your sales efforts successfully.

With this application, you can:

Define a territory tree that represents the sales organization.
Create or import sales leads.
Convert a lead to an opportunity.
Create sales opportunities.
Assign a lead or opportunity to a sales representative by using the territory tree.
Include opportunities in sales forecasts.
Roll up forecasts in the territory tree.

PeopleSoft Sales Integrations

PeopleSoft Sales integrates with these PeopleSoft applications:

PeopleSoft Order Capture.
PeopleSoft Marketing.
PeopleSoft Online Marketing.
PeopleSoft Strategic Account Planning.
PeopleSoft Partner Sales.

We discuss integration considerations in the implementation chapters in this PeopleBook.

Supplemental information about third-party application integrations is located on the Oracle website.

PeopleSoft Sales Incentive Management

The Incentive Management solution addresses the definitive goals of mature incentive management software, which are to capture and calculate incentive pay data, to administer compensation information that can be communicated to incentive plan participants in a timely and accurate manner, and to adjust compensation information as needed before final payout. This solution supports global incentive management needs regardless of your organization's size.

Sales Incentive Management is the first product category offering within the Incentive Management solution and is designed to meet the needs of incentive management for sales organizations. This product category is built upon the Incentive Management (EIM) foundation and consists of the High Tech and Industrial market template and the Banking and Capital Markets market template.

See PeopleSoft Sales Incentive Management 8.9 PeopleBook

See PeopleSoft Sales Incentive Management for Banking and Capital Markets 8.9 PeopleBook

See PeopleSoft Sales Incentive Management for High Tech and Industrial 8.9 PeopleBook

PeopleSoft Sales Implementation

PeopleSoft Setup Manager enables you to generate a list of setup tasks for your organization based on the features that you are implementing. The setup tasks include the components that you must set up, listed in the order in which you must enter data into the component tables, and links to the corresponding PeopleBook documentation.

PeopleSoft Sales also provides component interfaces for loading data from an existing system into PeopleSoft Sales tables. Use the Excel to Component Interface utility with the component interfaces to populate the tables.

This table lists all of the components that have component interfaces:

Component	Component Interface	Reference
Industry RSF_INDUSTRY	RSF_INDUSTRY_SCI	See Defining Industries.
Territory Node RSF_TERRITORY	RSF_TERRITORY_SCI	See Creating or Editing Territories.
Sales Users RSF_SUSER	RSF_SUSER_SCI	See Setting Up Sales Users.
Sales Team RSF_TEAM	RSF_TEAM_SCI	See Setting Up Sales Teams.
Account Auto-assignment Options for Lead and Opportunity RSF_ASGN_OPTIONS	RSF_ASGN_OPTIONS_CI	See Setting Up Account-Based Assignment Options.

Other Sources of Information

In the planning phase of your implementation, take advantage of all PeopleSoft sources of information, including the installation guides, table-loading sequences, data models, and business process maps. A complete list of these resources appears in the preface in the PeopleSoft CRM 9.1 Application Fundamentals PeopleBook with information about where to find the most current version of each.