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Setting Up Sales Objectives


This topic details the tasks that users must do to set up correctly the sales objectives in Oracle Pharma Sales Analytics. Oracle Pharma Sales Analytics allows users to analyze actual call activities, sales, and Rx results and compare them with their sales objective targets. Users must enter the sales objectives data correctly in the Siebel Pharma Application's Objectives screens to enable this analysis.

To set up sales objectives

  1. Navigate to the Objectives screen, then the Retail Objectives List view.
  2. In the Retail Objectives list, create a new record and complete the necessary fields.

    Some fields are described in the following table.

    Field
    Comments

    Unit

    A unit can only be NRx, TRx, indirect sales, indirect units, sales amounts, sales units, or number (#) of calls.

    Product

    Select only one product at the appropriate product level. For a unit value of NRx, TRx, or number (#) of Calls, then the product value must be detail. For a unit of indirect sales, indirect units, sales amounts, or sales units, then the product level is form/strength.

    Team

    Only one team member can be the owner of each objective.

  3. In the Retail Objectives list, drill down in the Objective of a record.
  4. Click the Target Contacts tab.
  5. In the Target Contacts list, create a new record for each target contact you want to add and complete the necessary fields.

    For example, for each target contact that you add, enter a value in the Target Value field.

  6. Click the Target Accounts tab.
  7. In the Target Accounts list, create a new record for each target account you want to add and complete the necessary fields.

    For example, for each target account that you add, enter a value in the Target Value field.

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