Adjust targets on Brick and Rep level
The page describes the process of adjusting targets on the Brick and Rep levels
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.
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.
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.
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 
button displayed in the Adjusted Volumes field:
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)
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".
Enter the desired value in the "New Volumes" field and click the 'Save' button. Upon saving, you'll notice in the Geographical Breakdown table that the representative's target is updated, affecting other representatives who share the same bricks.
Rep Target Changes Side Effects
If we have 2 Reps that share at least one brick, changing the 1st Rep's targets actually means increasing/decreasing the targets on all bricks belonging to that Rep with the same percentage as the user did at the Rep Level.
This means that the targets on the shared brick change automatically because that brick also belongs to Rep 2's territory, Rep 2's target change as well.
Submitting the Adjustments
As the Sales Manager finishes with their adjustments they also need to notify the higher managers that they have finalised their work and the adjusted targets can be reviewed. This is done by pressing the Submit Button.
Reopening a Target Setting Plan - Moving back from the Adjust to National State
If modifications are required to the overall plan after the targets have already been adjusted, the plan needs to be Re-Opened and moved back from the Adjust state into the National State, where changes can be done either in the National Tab or even in the Configuration Tab. Reopening a plan is done by pressing the Reopen Button.
When reopening a plan it is important to decide what happens to the manual adjustments done by the managers already. There are 2 options:
Reset any changes made to the current SKU's targets.
Reset unadjusted targets only while keeping the manually adjusted values for the current SKU
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