Manage Commercial Excellence

Sales Agreements

Create sales agreements at the account level. Include multiple products within a single sales agreement and specify planned sales quantities, prices and discounts. Review planned revenue associated with the agreement and also specify a schedule frequency for the agreement such as One Time, Monthly, Quarterly or Yearly to align with the business objective.

Over time, you can compare planned quantities to actual quantities as orders are booked and use this insight to monitor and enforce compliance to the agreement.

To make sales agreements available to your users, see Manage Long-Term Business with Sales Agreements.

This sample sales agreement tracks anticipated shipments of a product at three price levels.

Forecast Device Sales

Improve business predictability and sales performance by creating account level forecasts for multiple products in your portfolio. Create a baseline forecast using market and account growth factors relative to last year’s actuals. Specify forecast horizon and forecast bucket granularity such as monthly versus quarterly.

Enable account reps and sales managers to edit forecasts, annotate edits, track changes, and view impact of forecast changes on key metrics such as revenue.

To make forecasting available to your users, see Create Holistic Forecasts with Advanced Account Forecasting.

Account Manager Targets

Convert your business growth plans into measurable targets with Account Manager Targets. Create targets for revenue, quantity, and other measure types and allocate specific target percentages to your team members. Strategically distribute targets by products and accounts to meet market demands and organizational requirements. Distribute targets by month, quarter, or year for better visibility and periodic reviews. Update target values at any time and redistribute targets ​​as needed.

To make target managing available to your users, see Strategically Grow Your Business with Account Manager Targets.