report on acutal sales vs quota

[CTU007]

Hi, I know in 07 winter release, I can create a custom field in user section, like "annual sales quota", to be able to run a report for the user's quota.
But what is really import is, to track the actual sales vs quota, and when I create a report, I can not select the quota field to the report (it is not there). So what is the solution?

Also, sales managers should be able to see their team member's quotas, sales reps should not be able to see other's quotas, currently, even if I create this field, sales managers do not have visibility to the user information?

What is the best practice?

[Susan V]

We use Customizable Forecasting to set up user quotas and report on them against actual sales. Sales managers can see quotas of their reports, but users can't see each other's quotas.

[CTU007]

Thanks for the reply, Susan.

We have also activated customized forecast, still, when I run the report from there, it can only show the data for one role, for example, VP Sales, there is no data for his subordinates there, however I think the users who roll up to the position should be in the same report. So VP sales can run ONE report and know exactly how his team members are doing.

Am I missing something?  

[Susan V]

Did you set up the Forecast Hierarchy?

Setup > Customize > Forecasts > Forecast Hierarchy

You have to enable all the forecast users and you can't have any "skips" in the hierarchy. Each forecast user has to be a direct report of another forecast enabled user for it to roll up properly.

Does that help?

[CTU007]

Hi, Susan, I have set up the Forecast Hierarchy, and have enabled all sales reps as forecast users. But still, when I run the following report, it will only show the information for that specific role only: (I change the role on the top by clicking on all the roles here, the subordinates data will not show in the report)

CEO > VP Global Sales

Hierarchy: Sales VP APAC |  Sales VP NA | Sales VP EMEA

There are no sales reps below the VPs here, even they are in the forecast hierarchy.

Report Name        Description  

Customizable Forecasting: Quota vs Actual     Compare my quota w/actual sales.

[Susan V]

re: your original question about not being able to see quotas on reports. I am assuming you entered quotas for your forecast enabled users on their User records. These are standard fields on the User record, only visible for forecast enabled users. (meaning you checked the "Allow Forecasting" box on their record.)

To report on quotas, go to Reports > Forecast Reports. You will see several standard reports, including "Quota vs. Actual" that you use or customize. 

[Susan V]

P.S. So -- first make sure that you have quotas entered for each user in the standard quota fields in the user section, and not in a custom field .

Use the hierarchy link on the "Quota vs. Actual" report to go to the role of the top person in your sales team. Then, when you run the report, in the "Show Forecasts For" picklist, you should see an option for "Team of: x."  For example, if you have clicked on "VP Global Sales", then you should have a picklist option called "Team of: VP Global Sales." This should show everyone at and below this role.

The only downside is you can't use the total quota number because it will be inflated. That's because you are supposed to include subordinate quotas in your managers quotas when you enter them. They don't roll up the way opportunity amounts do. (e.g., If sales reps quota is $100 and his sales manager's quota is $50, you would enter the sales manager's quota as $150.)

Let me know if this works for you.

[CTU007]

Thanks so much, Susan, I finally get there: seeing the teams' performance.

Now it is time to update quota for all sales reps. It seems there is no way to mass update by using excel connector.

[Susan V]

Actually with the Winter release there was supposed to be a way to mass update quotas using the Data Loader. I will see if I can find more info.