Measuring the Attainment of Plan Goals

This chapter provides an overview of goal attainment and discusses how to:

• Establish plan goal metrics.

• Measure the attainment of plan goals.

Understanding Measurement of Plan Goals

In order to measure the success of a strategic plan, each strategy must be based on measurable goals and objectives that help you track the progress your team and partners are making in the account.

Strategic Account Planning delivers configurable templates for setting the account strategy. Sales, marketing, and service managers can tailor these plan templates to track performance objectives for each plan. Each plan template contains suggested goals, or you can create new performance indicators that are specific to your business needs.

Metrics can be defined once and deployed across all account plans. Both internal and third-party data sources can be leveraged for metric calculations. For example, you can use market share data to track your competitive position or import survey results to measure customer satisfaction.

Dashboard views make it easy to identify specific issues to address in the account. You can track performance in individual accounts or roll up key metrics to see aggregate performance in a single view. For each metric, account managers can compare actual versus target goal attainment and adjust the customer strategy in real time.

Establishing Plan Goal Metrics

This section discusses how to establish the metrics for goals for a plan.

To establish goal plan metrics:

1. Establish a quantifiable goal.

2. Establish a target value for the goal.

3. Define the value type.

4. Define the attainment calculation method.

5. Determine if the target value should be prorated.

Pages Used to Establish Plan Goal Metrics

Entering Goal Metrics

Access the Account Plan page.

Calc Method(Calculation Method)

Select Manual to enter the goal values. Select Automatic to select the strategic plan term.

See Creating Account Plans.

Selecting the Attainment Measurement

Access the Strategic Plan Term Selection page.

Select a term to measure the calculation of attainment.

See Working with Active Analytics Framework.

Calculating Goal Attainments

This section discusses how to:

• Calculate attainments for one plan.

• Calculate attainments for multiple plans.

Pages Used to Calculate Goal Attainment

Calculating Attainments for One Plan

Access the Account Plan page.

Note. The status of the plan must be Active before you can calculate attainment.

Target Value	Displays the target value assigned to the goal.
Type	Displays the type of value defined by the Target Value. Options are Amount, Percent, Quantity, and Other.
Prorated Target	Displays the target value with proration applied if applicable.
Attainment	Displays the actual attainment for the goals. Note. If the goal is a manual goal, you enter a number for the goal in the Attainment field.
Variance %(variance percentage)	Displays the percentage difference between the target and attainment.
Prorate	Displays whether proration is to be applied to the target value.
Calculate Attainments	Click this button to calculate attainments.
View in Currency	Select a currency to use for all monetary amounts displayed on the page.

Calculating Attainments for Multiple Plans

Based on specified parameters, the system selects matching plans which the current user has access to and calculates attainment for each of the matching plans. The last calculated date for each of these plans is updated.

Access the Auto Calculate Plan Goals Attainment page.

Plan Type	Select a plan type. The system calculates goal attainment for plans of this type.
Template Name	Select a template name. The system calculates goal attainment for plans that use this template.
Time Frame	Select a time frame for calculating attainments.

See Working with Active Analytics Framework.