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Set Up Commercial Excellence Features
Medical device manufacturers can manage their volume and price agreements at the product level with their customers using sales agreements. They can also manage account and product specific forecasts, and create account manager targets.
Required Editions
Available in: Lightning Experience Available in: Enterprise and Unlimited Editions with Health Cloud or Life Sciences Cloud |
Sales Agreements
Create sales agreements at the account level. Include multiple products within a single sales agreement and specify planned sales quantities, prices and discounts. Review planned revenue associated with the agreement and also specify a schedule frequency for the agreement such as One Time, Monthly, Quarterly or Yearly to align with the business objective.
Over time, you can compare planned quantities to actual quantities as orders are booked and use this insight to monitor and enforce compliance to the agreement.
To make sales agreements available to your users, see Manage Long-Term Business with Sales Agreements.
This sample sales agreement tracks anticipated shipments of a product at three price levels.
Forecast Device Sales
Improve business predictability and sales performance by creating account level forecasts for multiple products in your portfolio. Create a baseline forecast using market and account growth factors relative to last year’s actuals. Specify forecast horizon and forecast bucket granularity such as monthly versus quarterly.
Enable account reps and sales managers to edit forecasts, annotate edits, track changes, and view impact of forecast changes on key metrics such as revenue.
To make forecasting available to your users, see Create Holistic Forecasts with Advanced Account Forecasting.
Account Manager Targets
Convert your business growth plans into measurable targets with Account Manager Targets. Create targets for revenue, quantity, and other measure types and allocate specific target percentages to your team members. Strategically distribute targets by products and accounts to meet market demands and organizational requirements. Distribute targets by month, quarter, or year for better visibility and periodic reviews. Update target values at any time and redistribute targets as needed.
To make target managing available to your users, see Strategically Grow Your Business with Account Manager Targets.
- Configure Path Settings for Sales Agreements
Help Intelligent Sales users visualize the status of a sales agreement, so they can plan accordingly. - Configure Record Conversion for Quotes and Sales Agreements
Before your users can benefit from the time-saving Convert Record flow, complete a few configuration tasks. - Use Commercial Excellence
Reduce manual tasks and streamline sales processes by using a screen flow to automate sales agreement and quote record conversion.
