Last Revised: 31 Dec 2019 Written by Veloxity CRM Time Estimate: About 3 minutes to read.
Sales Divisions enable you to set quotas, assign leads, and visualize the sales pipeline at different levels of the direct reporting or territory structure.
From this same view, you can see the current progress for each level of your organization’s sales structure within each forecasting period. Sales Divisions visualize the following data for a forecast period from both an individual and an aggregate view:
- Quotas – Quotas are the sales target for a specific forecast period.
- Forecast – A Forecast is an achievable projection estimating what your business's sales are going to be at a future date. The forecast period is generally measured either monthly, quarterly, half-annually, or annually.
- Actual Sales Amount – The Actual Sales Amount is the actual current sales revenue.
Sales Division Records allow individuals and managers to quickly answer the following questions:
- What have I closed? / What has the team closed?
- How am I tracking? / How is the team tracking?
- What do I have to do to get to my quota? / What do we have to do to get to our quota?
You are looking at a screenshot of a Sales Division Record:
Figure 1. Sales Division Record.
The numbers below correspond to the numbers in Figure 1.
|Function Name||How to Use|
|Enlarges the Sales Division Record to make the data fields easier to view.|
|2. Charts||Click to manage saved charts or to create a new chart from this data. See Charts for more information.|
|3. Add||Click to add a new Sales Division under this one.|
|4. Quota||Click to edit the Quota for this Sales Division.|
|5. Move Child Records||Click to move the children of this Sales Division. Remove all child records under this Sales Division and add them under another sales division record.|
|6. Account||Click to the view the Accounts related to this record.|
|7. Leads||Click to the view the Leads related to this record.|
|8. Opportunity||Click to view the Opportunities related to this record.|
|9. Reprocess Lead Assignment Rules||Click to reprocess lead assignment rules for the descendants of this Sales Division. This will reprocess all leads that are under this Sales Division and potentially move them based on the Lead Assignment Rules that are configured in the system.|
|10. My Quota Amount||The set number of sales, or the overall value of sales, set as the target for this salesperson or territory over the forecast period.|
|11. My Forecasted||The set number of sales, or the overall value of sales, that this salesperson or territory, is predicted to meet over the forecast period.|
|12. My Actual Amount||The amount of sales this salesperson or territory has currently closed.|
|13. Aggregate / This Sales Division||This chart features two views. The views are controlled by the toggle button allowing you to click either Show Relative Forecast Charts or Show Aggregate Forecast Charts (see Figure 3, #4). The Relative Forecast Charts display the forecast amount for this Sales Division. The Aggregate Forecast Charts display the forecast amount for this Sales Division and all the Sales Divisions beneath this Sales Division. The Gauge Chart offers at-a-glance visualization of the actual amount (the hand on the dial) vs. forecast amount (green) / quota amount (orange). Hover over the Gauge Chart to see totals.|
Sales Divisions help you identify the gap between your forecasted sales and your quota to help you structure your workflow to meet your target.
Data rolls upward. You can see these statistics for your own quota and for those underneath you in your sales division.
Looking at Figure 1, you can see the following data:
- This salesperson has a Quota (My Quota Amt) of $500,000 for this forecast period.
- This salesperson is tracking (My Forecasted Amt) to bring in $323,500.
- The actual amount of sales to date (My Actual Amt) is $125,500.
My Quota Amt ($500,000) - My Forecasted Amt ($323,500) = $176,500
To reach his quota, this salesperson needs to bring in an additional $176,500. He will either need to bring in more leads or close more opportunities to bring in more sales.
In addition to bringing in $176,500, this salesperson also needs to close $198,000 of his current open opportunities.
This salesperson has currently brought in $125,500 of his Forecasted Amount ($323,500).
This means he is currently working on Opportunities forecasted to close this period totaling $198,000.
The Gauge Chart offers at-a-glance visualization of the actual amount (the hand on the dial) vs. forecast amount (green).
To learn more about navigating the Sales Division Hierarchy, see Sales Division Hierarchy.
Additional questions, feedback, or need more help? Click Learn More.