3. Realized Sales

Realized Sales Overview and Tracking

Definition and Criteria
Realized Sales refer to the invoiced amounts for goods shipped to customers for a won opportunity. An opportunity is considered “won” once the first commercial sale occurs, and there is a genuine expectation to achieve the forecasted sales.

Update Cycle
For closed projects, Realized Sales are tracked over a 2-year period: the current year (CY) and the following year (CY+1). Updates are not mandatory but must be entered manually. "Growth" businesses are required to update Realized Sales quarterly, with the goal of entering data into the CRM within 10 working days after the project closure.

Importance of Monitoring
Monitoring Realized Sales is essential for several reasons:

Ensures appropriate allocation of resources, especially for "Growth" businesses.
Supports the Sales Incentive Plan by making CRM the single source of truth for tracking opportunities.
Provides insights into budget alignment and initiates discussions if opportunities fall short of expectations, impacting future sales projections.

Additional Information
For more details on tracking Realized Sales, please refer to the link here.

Source: CRM (incl. cust 360, Opportunities)

Functional Design:

Realized Sales Creation and Tracking
Realized Sales data is managed under the "Schedule & Realized Sales" tab, specifically within the "Realized Sales (Only for closed opportunities)" component. This tool allows opportunity owners to record actual sales achieved during the defined time frames:

Forecasts are entered annually, while Realized Sales are recorded quarterly.
Users can select current or past years using a picklist but cannot select future years.
Realized Sales can only be entered for opportunities marked as Closed Won.

User has to scroll down to the bottom of Forecasts & Realized Sales tab to edit Realized Sales:

The table component shows 4 attributes:

Product Name
- It is retrieved from the opportunityLineItems list and is shown as a column in the table
Scheduled Amount
- This shows the amount that was scheduled for the product. It is formatted as a currency value.
- The field Yearly_Forecasted_Amount__c on the Opportunity_Realized_Sales_Year__c custom object is where the forecasted or scheduled sales amount is stored.
Frequency
- Represents the frequency with which the realized sales are reported. It currently only includes logic for the "Quarterly" frequency.
Realized Sales
- It is filled from Realized_Sales__c field on Opportunity_Realized_Sales_Year__c by summing the Realized_Sales__c values from all related Opportunity_Realized_Sales__c records. This cumulative total is then assigned to the Realized_Sales__c field on the Opportunity_Realized_Sales_Year__c record.

1.Component visibility:

The component is visible if fields:

<Closed> = true
<Probability (%)> = 100%
User needs to have Edit rights on opportunity record to add/change Realized Sales

2.Year Selection Logic:

The component shows sales data based on the selected year. It defaults to showing the current year's data when loaded but allows users to switch years to compare past data.

Extracts the close year from the opportunity's CloseDate,
Compares the close year with the current year:
- It creates options for up to 2 years (including the current year and possibly the next year) if the close year is not greater than the current year.

Example: If the opportunity closes in 2023 and the current year is 2024, the options will be 2023 and 2024. It ensures that only relevant year options based on the close date and current date are displayed.

3. Opportunity Line items:

The selection is based on the opportunity ID and selected year.

4. Realized Sales on Accounts (iCARe only)

For iCARe the realized sales are linked to the accounts and they can be seen and controlled in the Accounts -> Financial tab.

The field Calendar_year_month__c refers to the month and year of the sales record (Sales__c) (example: 10.2024)

5. "Empty Realized Sales" Checkbox

6. "Not Realized Sales" Checkbox

Realized Sales Quarterly Checks:

There is the process that quarterly checks the realized sales to highlight the ones that are missing for the opportunities already closed.

Knowing the closed date (year and month), the system checks the realized sales for the next quarter after the close date.

If none realized sales was entered, the system flags the checkbox "Empty Realized Sales"

When there is one realized sales entered, the system removes the flag "Empty Realized Sales"

if the realized sales from the previous quarter is missing, the system flags the checkbox "Not Realized Sales"

When the realized sales from the previous quarter is entered, the system removes the flag "Not Realized Sales"

The process that manages this logic is named Opportunity_ORSFillingReminder.

Realized Sales Notifications:

CORE CRM

For CORE CRM, the realized sales notifications are disabled for all the GBUs.

Realized Sales are not kept in CORE CRM. The GBUs are looking for sales information in Orderbook, Qliksense, etc.

Enter this information in CORE CRM is double-work and CSRs are not doing it.

Reports on Realized Sales:

Joined Report - Opportunities x Products x Schedules using the following reports

Page tree

3. Realized Sales

Realized Sales Overview and Tracking

Functional Design: