SAP Customer Relationship Management > Sales > Sales Planning & Forecasting

Sales Planning & Forecasting

Main Process

 

 

 

See also

 

SAP CRM sales planning and forecasting capabilities provide a complete picture of estimated revenue projections and product quantities over time, ensuring the accuracy of demand plans and sales forecasts. You can view forecasted revenue by various attributes using a variety of parameter-driven chart and reporting options for a more complete view of future revenue commitments.


The following business goals and objectives can be achieved through the implementation of these processes:


Business Processes

Strategic PlanningSAP Component or Feature Available
Provides consistent communication of strategic plans across the entire enterprise. Translates enterprise level targets into concrete marketing, sales, and service strategic plans. Creates clear ties between objectives and the annual budget. Supports both “top down” and “bottom up” planning processes.



This process is supported by the following SAP and/or partner offerings

  • SAP Marketing (SAP CRM)
  • SAP NetWeaver
  • SAP Sales Management (SAP CRM)
  • SAP Service Management (SAP CRM)

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    Flexible ModelingSAP Component or Feature Available

    Offers flexibility to handle complex and fast changing businesses that cope with more dynamic markets.

    This process is supported by the following SAP and/or partner offerings

  • SAP Marketing (SAP CRM)
  • SAP NetWeaver
  • SAP Sales Management (SAP CRM)
  • SAP Service Management (SAP CRM)

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    Rolling ForecastSAP Component or Feature Available
    Shifts planning away reliance upon historic budgeting and forecasting and moves it toward an ongoing and continuous predictive modeling method. Rolling forecasts can be updated continuously throughout the year thus potentially improving accountability.



    This process is supported by the following SAP and/or partner offerings

  • SAP Marketing (SAP CRM)
  • SAP NetWeaver
  • SAP Sales Management (SAP CRM)
  • SAP Service Management (SAP CRM)

    		•
     
    Collaborative PlanningSAP Component or Feature Available

    Integrates web-based collaborative planning with portal technology. Allows several parties to take part in the planning process.

    This process is supported by the following SAP and/or partner offerings

  • SAP Marketing (SAP CRM)
  • SAP NetWeaver
  • SAP Sales Management (SAP CRM)
  • SAP Service Management (SAP CRM)

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    Supply Chain IntegrationSAP Component or Feature Available

    Ensures forecast accuracy, which is critical to manage global business. Provides a market-driven plan that can be integrated with the capacity-driven production plan in the supply chain.

    This process is supported by the following SAP and/or partner offerings

  • SAP Marketing (SAP CRM)
  • SAP NetWeaver
  • SAP Sales Management (SAP CRM)
  • SAP Service Management (SAP CRM)

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    Planning-Cycle MonitoringSAP Component or Feature Available

    Provides a status and tracking feature for planning cycles, which are becoming shorter and involve more people.

    This process is supported by the following SAP and/or partner offerings

  • SAP Marketing (SAP CRM)
  • SAP NetWeaver
  • SAP Sales Management (SAP CRM)
  • SAP Service Management (SAP CRM)

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    Performance ReviewsSAP Component or Feature Available

    Conducts performance reviews with feedback and adjusting strategies where necessary. Monitors the performance with plan/actual comparisons as part of the analysis.

    This process is supported by the following SAP and/or partner offerings

  • SAP Marketing (SAP CRM)
  • SAP NetWeaver
  • SAP Sales Management (SAP CRM)
  • SAP Service Management (SAP CRM)

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    Sales Planning & Forecasting GuidesSAP Component or Feature Available
    Offers pre-defined templates and ready-to-run planning scenarios. Provides real-time graphical analysis and reporting of all planning and forecasting information. Paints a complete picture of estimated revenues and product quantities over time, ensuring accurate plans and forecasts. A complete workset in the Enterprise Portal provides an easy-to-use location for all planning and analytical content. Provides a flexible modeling environment that ensures a free definition of key performance indicators, and planning hierarchies such as customer and product hierarchies.



    This process is supported by the following SAP and/or partner offerings

  • SAP Marketing (SAP CRM)
  • SAP NetWeaver
  • SAP Sales Management (SAP CRM)
  • SAP Service Management (SAP CRM)

    		•
     
    Account PlanningSAP Component or Feature Available
    Provides a framework that allows account managers to collect all quantifiable targets such as planned revenue, associated costs and contribution margin and allows to track ongoing achievement against these targets.

    This process is supported by the following SAP and/or partner offerings

  • SAP Marketing (SAP CRM)
  • SAP NetWeaver
  • SAP Sales Management (SAP CRM)
  • SAP Service Management (SAP CRM)

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    Opportunity PlanningSAP Component or Feature Available
    Enables detailed planning of important sales figures, particularly for long-running projects. Allows analysis of accumulated planning figures, providing a solid foundation  for sales and production planning.

    This process is supported by the following SAP and/or partner offerings

  • SAP Marketing (SAP CRM)
  • SAP NetWeaver
  • SAP Sales Management (SAP CRM)
  • SAP Service Management (SAP CRM)

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    SAP Product Available Partner Product Available SAP Product Available with Future Releases Partner Product Available with Future Releases Future Focus
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