1. Working with Sales Planning
  2. Working with Key Account Planning
  3. Performing Baseline Planning
  4. Performing a Gap Analysis

Performing a Gap Analysis

Review the gap analysis for your account and product combination by comparing the target to the baseline.

The target baseline gap is the difference between the target and the baseline. (Target Baseline Gap = Target – Baseline.)

The gap analysis gives a key account manager a view of where you are in the planning process.This is the starting point for planning your trade promotions. You'll use trade promotions to help reduce the gap so you can meet your target.

After you've planned your promotions, come back to the gap analysis to evaluate the different promotional strategies that will reduce or bridge the gap between the plan and target.

To review the gap analysis:

  1. From the Home page, click Key Account Planning Key Account Planning icon,and then click Baseline Generic icon.

  2. Click the Gap Analysis tab.