Introduction

The targets breakdown from the National to local level done by the automated algorithm accounts for the historical trends of the Product and the RM but does not account for other local insights that the Sales Managers might have, which might influence future sales. That is why the system allows Sales Managers to make manual adjustments to the calculated sales targets.

In order for the Sales Managers to be able to access the plan and make their adjustments the plan creator needs to submit the plan (pressing the Submit button). This takes the plan from the National State into the Adjusted State.

             Press Submit Button (top right) to make the plan accessible to the Sales Managers

Adjusting targets at the Brick Level

After completing all configurations and national target settings, the next step is to review and adjust targets at the brick level. In the Geographical Breakdown table, you will find an ‘Initial Volumes’ column, where the system automatically computes targets for each brick based on the national target, brick weight, SKU weight, and Relevant Market weight. This figure in the ‘Initial Volumes’ column serves as a baseline for setting targets accurately on each brick. At this stage, you have the option to assess whether the calculated value aligns with your plan, or you can manually input the desired value in the ‘Adjusted Volumes’ field.

If you choose to manually input the desired value, just click on the ‘Adjusted Volumes’ field for the respective brick and enter the value. The corresponding row in the table will be highlighted in blue, indicating that the changes have been simulated but not yet saved. To save these changes in the system, click the ‘Save changes’ button.

                                                                 Adjust brick target

After saving the targets, the rows in the table will be color-coded as follows:

• If no colour is assigned over the row where targets have been adjusted, it indicates that the entered value is within a safe range;
• If the row where values have been added is coloured orange, the system issues a warning indicating the entered value may require attention;
• If the row where values have been adjusted is coloured red, the system issues a warning indicating the entered value is dangerously low or high compared to the expected target.

                                                      Warnings on adjusted targets

The system provides users with the option to view the history of adjusted targets, including details such as the user responsible for the modification and the timestamp of the modification. To see the target history just click on the :target-history-button: button displayed in the Adjusted Volumes field:

                                            Target history for brick

<aside> ⚠️

The history of changes pop-up is available only at the brick level and captures the manual changes done by a specific user. Such audit log is not available at the Rep level or above, because a Rep Target may be changed as a side effect of a target change on another Rep, not a direct action (see explanation in the section below)

</aside>

Adjusting targets at the Rep Level

Following adjustments at the brick level, it’s essential to evaluate if further targets are required at the representative level. However, it’s not advisable for users to directly modify targets at the representative level. This action is discouraged because altering a target for one representative may affect targets for others, particularly if representatives share bricks.

To adjust a representative’s target, click on the edit button within the Adjusted Volumes field when the table is displayed on the Rep level. This action will open a “Set Rep Target” form, featuring a field displaying the Previous Volumes and an editable field labeled “New Volumes”.

                        Set rep target form