Sales Cloud KPIs - Pipeline (Quantity) As A % of Quota

In this Blog Series, I will elaborate on how you can achieve some of your Sales and Service Cloud KPIs using the SAP Sales and Service Cloud solutions

KPIs are an efficient way to track the performance within your Organization and a very effective tool to showcase important and relevant information in a simple tile. Navigation from the KPI tile allows you to see detailed information as well as explore further into the reports to slice and dice

In this blog, we will focus on the KPI Pipeline (Quantity) As A Multiple of Quota

Pipeline (Quantity) as a multiple of quota: Sometimes organizations set targets for their employees based on the number of units sold of a product. Eg: To sell 100 units of a Printer every month, or 1000 Lbs of coffee, etc. This means targets and actuals need to be tracked based on quantities, not amounts.

This KPI represents the pipeline of Opportunities relating to products or services that might be purchased from a sales organization – against the number established by the same organization as its quota/goal. The quota and actuals could be driven by quantities

In my example, the KPI represents Open Opportunities’ product quantities as a % of the Quota of these products’ quantities. The quotas are defined for each product for a specific Sales Unit and then tracked based on the actual pipeline generated for those products and Sales Unit

As we know, Sales Targets can be created in the Sales -> Sales Target Planning Work Center View

Quantity based targets can be defined in the standard only if it is done against Products. Eg below:

For the two products and Sales Unit Almika, the Target Quantities have been defined – totaling up to 44 and 36 respectively – Hence, a total of 80 units across the 2 products for the year

We would need to compare these targets with actual quantities for the KPI. Since the standard data sources do not contain the target and actual quantity together, we need to create a join data source between the Sales Target Plan DS and Opportunity Header and Item DS, joining on Product, Sales Unit and Year. Get the Target quantity from the first data source and Item/Actual quantity from the second. This is a Left outer Join to ensure that if there are Plans but no actuals, it still shows the records from the Plan

Previewing the DS

Item Quantity refers to the actual values, while the Quantity refers to the target values

Now, to get to the KPI for Item Quantity as a % of Target Quantity, we need to create the Key Figures

To get Item Quantity, we will create a Restricted Key Figure to get the actuals only for those Opportunities that are Opn/In Process since we are talking of a ‘Pipeline’

1. First, create a restricted Key Figure to get only those Opportunities that are open

2. Next, create the key figure to calculate the % of the above Key Figure as a % of the Targets (Quantity)

3. Create a Report to have a view to drill down to and to be able to connect this to a KPI

Create a View with the Key Figures and characteristics as well as selections. In this example i have specified the Sales Unit, but you can use a relative select to say My Assigned Sales Unit or something else