Account Plan Calculation Definitions with Financial Deals
Use the ready-to-use calculation definitions for financial deals to automatically track revenue and fee goals in account plan objective measures. The definitions aggregate data from active financial deal records, so relationship managers don't have to update measure values manually.
Required Editions
| Available in: Lightning Experience in Enterprise and Unlimited Editions with Agentforce Financial Services, Account Plans, and Deal Management enabled |
| User Permissions Needed | |
|---|---|
| To access business relationship plans: | FSC Sales permission set |
Prerequisites
To use calculation definitions with financial deals, verify these requirements in your org.
- Turn on Account Plans in Sales Cloud.
- Turn on Business Relationship Plan Settings. See Enable Business Relationship Plan.
- Turn on Deal Management. See Enable Financial Deal Management.
When you enable Account Plans, the calculation definitions for financial deals are deployed automatically. Admins can view or manage them in Setup on the Account Plans page.
Ready-to-Use Calculation Definitions
These calculation definitions are available for financial deal records.
| Calculation definition | Calculation | Purpose |
|---|---|---|
| Financial Deal Revenue Targets | Sum of the Transaction Value field across active financial deals | Track the revenue pipeline from financial deals that aren't inactive. |
| Financial Deal Fee Growth | Sum of the Total Expected Fee field across active financial deals | Track fee income from a portfolio of financial deals. |
To use a definition, a relationship manager creates an objective measure and selects Financial Deal Revenue Targets or Financial Deal Fee Growth. The relationship manager specifies a target value and associates the related financial deal records with the measure. The definition then calculates the measure's current value from those records.
Custom Calculation Definitions
Admins can also create custom calculation definitions in Setup. A custom definition specifies an object type, an aggregation method such as sum or count, and filter criteria. An admin must activate a custom definition before relationship managers can select it.
When using a custom calculation definition:
- When creating an account plan objective measure, the relationship manager selects a calculation definition.
- The relationship manager associates records of the object type specified in the definition with the measure.
- The system automatically calculates the measure's current value based on the calculation definition's criteria and the associated records.
For more information about creating calculation definitions in Sales Cloud, see Sales Account Plan Objectives, Measures, and Calculation Definitions.
How Metrics Are Calculated
When you associate financial deals with an account plan measure that uses a calculation definition, the system automatically updates the measure's current value based on the calculation criteria.
Calculation process:
- Every night, all financial deals associated with your measure are evaluated.
- The definition's filter criteria determine which records to include. The ready-to-use financial deal definitions include active financial deals.
- The aggregation operation defined in the definition runs. For example, summing the Transaction Value or Total Expected Fee fields.
- The Current Value field on the measure updates with the calculated result.
- When you open your account plan the next day, the updated values are visible.
The current value is also updated immediately when you change the calculation definition selection or modify the associated records.
What Records Are Included in Calculations
Calculation definitions use filter criteria to determine which records contribute to the calculated value. The specific criteria depend on how an admin has configured the definition.
For the ready-to-use financial deal definitions, active financial deals contribute to the calculated value. For custom definitions, the exact records included depend on the filter criteria that the admin configured.
Considerations
- A calculation definition tracks activity on only one type of object. You can associate records of different object types with a measure, but only records that match the calculation definition's object type and criteria count toward the measure's current value.
- You can associate up to 50 records with an objective measure.
- Custom calculation definitions remain in Draft status after creation and aren't available for users to select until an admin activates them in Setup. See Sales Account Plan Objectives, Measures, and Calculation Definitions.
- The ready-to-use calculation definitions for financial deals are deployed when you enable Account Plans and Financial Deal Management in an org.
- If a calculation definition references a custom field and the field's data type changes after the calculation definition is activated, the measure's current value stops updating automatically. To restore automatic updates, create a new calculation definition that references the updated field.
