Pipeline Performance Management Provides Sales Teams Quick Information Access

  • by Seema Thomas, Application Solution Manager, CRM On-Demand Solution Management, SAP Labs
  • December 15, 2007
Find out what you need to know about Pipeline Performance Management, a tool offered with SAP CRM on-demand, SAP CRM 2006s, and SAP CRM 2007. See the options available to the sales team and managers and then see how to set them up in your system.
Key Concept

Pipeline Performance Management is an analytical application designed to help sales managers plan sales quotas and manage the pipeline with respect to the plan. In turn, sales reps can review and analyze their performance, identify the goals in the sales pipeline, and take required actions to achieve quotas.

The biggest challenge that sales professionals have is to plan and manage against the planned sales quota in an integrated, real-time application. I will introduce you to an interactive tool for sales pipeline analysis available in SAP CRM 2006s called Pipeline Performance Management (PPM). This tool was first introduced in SAP CRM on-demand in 2006, is included in SAP CRM 2006s, and will be available for subsequent releases.

PPM is built on the pre-existing business processes in SAP CRM and uses existing SAP standard sales processes in SAP CRM 2006s. PPM provides the opportunity pipeline information in the form of tables and bar charts to check won deals, expected deals, sales targets, and the remaining difference between won, expected deals, and sales targets.

Seema Thomas

Seema Thomas is a solution manager in the CRM solution management group of SAP Labs, LLC. She has been involved with CRM on-demand since 2005. Seema has more than 10 years of SAP experience in customer project implementations and development projects in many different capacities, including functional, technical, and project management roles. She has a bachelor of engineering degree in computer sciences from Birla Institute of Technology and Sciences in Pilani, India. Currently, she is studying for her MBA at Villanova University.


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