Targets can be accessed from the CRM Statistic Options menu. Targets are entered to provide a way of recording sales in the terms of units sold, net sales and margin values. Comparison of these targets with actual performance is possible from the Statistics Tab and events required to achieve these sales can be set, ensuring that the performance of sales personnel can be measured.
Creating a New Target
Click New and enter the following details into the fields:
Year: Targets can be entered for current or future years but not previous years. The current year will default into this field.
Department: Click on the
to select one of the following departments: Blank No. department, New, Used, Bodyshop, Workshop, Parts. This will allow the department selected to be filtered on in the Statistics Tab.
Sales Executive: Enter a valid user id. or click
to select a sales executive. This is a mandatory field.
Team: If sales executive is part of a Team, the team name will populate in this field. The option to select a team is also available so targets can be set up in advance for sales executives who may be moving teams.
Input Type:
Select one of the following radio buttons to allow target figures to be entered:
RADIO BUTTONS:
Individual Months: If the Individual Months radio button is selected, figures for Units, Sales and Margin Value can be input for each of 12 periods (months). The total will be accumulative as the figures are entered and cannot be edited.
Annual Total: If the Annual Total radio button is selected figures for the total Units, Sales and Margin Value can be input. The individual months cannot be edited.
Split Factor: The split factor will only be enabled when annual total is selected. Click on the to select a split factor. The annual total entered will be divided by the split factor selected.
The primary target for a vehicle is the Invoice. Event codes held are: VINV for Vehicle stock books, SINV for MKV stocking, and INV for Point-of-Sale. For example, if the target relates to the vehicle sales for vehicle stock books then VINV would be selected by clicking on the
Period: The period column will display numbers one to 12 and represent Jan(1) to Dec(12). This is not editable.
Units: If Individual months has been selected enter units for the appropriate period/month. The system will calculate the totals entered. If Annual Total has been selected enter a total unit and the split factor selected will be divided for the periods.
Sales Value: If Individual months has been selected, enter sales value for the appropriate period/month. The system will calculate the totals entered. If Annual Total has been selected enter a total sales value and the split factor selected will be divided for the periods.
Margin Value: If Individual months has been selected enter margin value for the appropriate period/month. The system will calculate the totals entered. If Annual Total has been selected enter a total margin value and the split factor selected will be divided for the periods.
Other targets: Allows up to 15 other sales processes that are related to the CRM events to be added. This can be used to measure the effectiveness of the compliance with the sales targets. A sale is measured by the completion of the invoice. In order to achieve a given number of invoices, a sales person would need to handle a higher number of enquiries produced, a certain number of printed quotations/estimates and, in the case of vehicle sales, carry out a number of demonstrations working on the usual basis that only a proportion of these CRM events lead to an actual sale. An example of this would be that a sales executive may see, on average, 20 new customers a day, carry out 30 follow-ups, create ten showroom enquiries six of which may lead to test drives; three may necessitate a quote and two generate an order that lead to a single sales invoice.
Code: This will display the event code. Each time a specific event occurs, the system records this in an event file i.e. CON. These codes are hard-coded and cannot be edited.
Desc.: This will display the event description i.e. Contacts. This description cannot be edited.
Quantity: When other targets are added, enter a quantity that will be required for the sales executive to achieve per period.
Add Target
Click the Add Target button, select an event, i.e. CON Contacts and click the OK button.
Note: Only one target can be added at any one time. Enter the quantity required for the sales executive to achieve per period.
Other Targets can be deleted by selecting the line and right-clicking to display a Delete option. Only one target can be deleted at any one time.
Click Save.
To amend a target:
Click on the Open icon.
The Open Target form is displayed.
Load the view you require to amend. Click on the Edit icon.
Note: The Year, Department, Sales Executive and Team fields cannot be amended. The Input Type can be re-selected and units, sales and margin values edited. Also, Other Targets can be added or deleted as required.
