Скачать или смотреть Salesforce Manufacturing Cloud - Account Manager Targets

Are the sales goals and quotas that you set for your teams, reflecting the individual potential of the accounts and the territories that the company sells into?

Do you set targets by account, and take into consideration, the anticipated demand of your individual products and services by account in the coming year.

And do you put your CRM to use for planning and executing on this best practice?

The ‘Account Manager Targets’ functionality in Manufacturing and Automotive Industry Clouds from Salesforce is a relevant best practice to study. This below is the extract of the Manufacturing Cloud data model, to understand how Account Manager targets can be set up and maintained.

Account Managers are represented as users.

The Account Manager Target carries information of the overall target assigned to each Account Manager user. The metric is typically revenues, quantities or even service metrics like CSAT or NPS.

The Account Manager Target Distribution includes the line items for such target figures distributed by account, by product.

The Account Manager Periodic Target Distribution is the target metric for each time period, such as month or quarter.

An extension of this functionality is that such targets can be further distributed by the Account Manager to his/her team of account representatives. In other words, an Account Manager could potentially further distribute the target among the team members, serving the account, by assigning a portion or percentage of the target to each individual team member.

#Salesforce #ManufacturingCloud