In Sales Target Planning, a sales manager set sales or contribution targets for the sales employees in the field. Since the sales manager and the sales employees use a common planning platform, the planning tasks performed by the sales manager are closely reconciled with the business planning and operational planning tasks performed by the sales employees. You can specify as many dimensions for entering planning figures (such as sales region, product group) as you need for your planning requirements. The different planners can access the same data but plan at different levels.

In this process, you create a business activity, and the data you enter in the business activity is automatically transferred to your groupware administration system, in this case, Microsoft Outlook or Lotus Notes. Next, you document the business activity, for example, using an activity journal or questionnaire.

You use this business process in order to view the possible value of a commissionable sales opportunity using the Commission Simulation iView accessed through the Sales Manager or Sales Representative Portal. Commission simulation processing uses actual incentive plan contract data from ICM. By adjusting the sales parameters, you can view multiple “what-if” commission scenarios for the same sales opportunity.