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Best practices for forecasts and targets? RRS feed

  • Question

  • When reporting, it's nice to show progress towards a target (duh) like sales, service response time, etc.  Some of those targets vary over time (like sales).  Any thoughts or pointers on best practices for integrating this with CRM?  Perhaps it's just its own set of tables, but wondered if there's some common mechanism within CRM that can handle this.
    Tuesday, July 28, 2009 1:40 PM

Answers

  • The only targets in CRM out of the box are the quotas for salespeople, which can be used, but don't get you very far.

    We built a reporting framework to give a common way to manage targets. The basic data structure is to use custom entities for targets - we use 3 entities, a TargetPeriod (one value per target per period), a Target (for organisation-wide targets) and a FilteredTarget (for entity specific targets - e.g. targets per user, territory etc). We included various client extensions to improve the usability of this - e.g. an editable grid with some auto-fill options to speed up entry of monthly (or whatever period) targets, and some client script and AJAX to make the FilteredTarget generic.

    Once you've got the target data stored, it's relatively easy to include it in Reporting Services reports


    Microsoft CRM MVP - http://mscrmuk.blogspot.com  http://www.excitation.co.uk
    Tuesday, July 28, 2009 5:30 PM
    Moderator
  • For sales you might want to check out the CRM Extended Sales forecasting Accelerator (http://www.codeplex.com/crmaccelerators/Release/ProjectReleases.aspx?ReleaseId=18959). In terms of general scorecard/dashboard type things there are no standards and a few options. The quickest is probably an embedded report (http://blogs.msdn.com/ceibner/archive/2009/07/28/building-a-crm-4-0-report-that-will-be-accessed-via-an-iframe.aspx) accessing a few choice custom attributes.

    Leon Tribe
    Want to hear me talk about all things CRM? Check out my blog
    http://leontribe.blogspot.com/
    or hear me tweet @leontribe

    Want to hear me talk about all things CRM? Check out my blog http://leontribe.blogspot.com/ or hear me tweet @leontribe
    Tuesday, July 28, 2009 9:03 PM

All replies

  • The only targets in CRM out of the box are the quotas for salespeople, which can be used, but don't get you very far.

    We built a reporting framework to give a common way to manage targets. The basic data structure is to use custom entities for targets - we use 3 entities, a TargetPeriod (one value per target per period), a Target (for organisation-wide targets) and a FilteredTarget (for entity specific targets - e.g. targets per user, territory etc). We included various client extensions to improve the usability of this - e.g. an editable grid with some auto-fill options to speed up entry of monthly (or whatever period) targets, and some client script and AJAX to make the FilteredTarget generic.

    Once you've got the target data stored, it's relatively easy to include it in Reporting Services reports


    Microsoft CRM MVP - http://mscrmuk.blogspot.com  http://www.excitation.co.uk
    Tuesday, July 28, 2009 5:30 PM
    Moderator
  • For sales you might want to check out the CRM Extended Sales forecasting Accelerator (http://www.codeplex.com/crmaccelerators/Release/ProjectReleases.aspx?ReleaseId=18959). In terms of general scorecard/dashboard type things there are no standards and a few options. The quickest is probably an embedded report (http://blogs.msdn.com/ceibner/archive/2009/07/28/building-a-crm-4-0-report-that-will-be-accessed-via-an-iframe.aspx) accessing a few choice custom attributes.

    Leon Tribe
    Want to hear me talk about all things CRM? Check out my blog
    http://leontribe.blogspot.com/
    or hear me tweet @leontribe

    Want to hear me talk about all things CRM? Check out my blog http://leontribe.blogspot.com/ or hear me tweet @leontribe
    Tuesday, July 28, 2009 9:03 PM