Learn About Account Manager Targets

Learning Objectives

After completing this unit, you’ll be able to:

• List the benefits of using account manager targets with Manufacturing Cloud.
• Sign up for a developer edition org with Manufacturing Cloud.

Track Growth Plans with Account Manager Targets

Every year, sales organizations go through an important exercise: target setting. At the start of a fiscal year, it’s time to assess past sales performance and convert new business goals into measurable and achievable new sales targets. When done right, sales targets motivate account managers to dig deep to close more deals and drive more business in the new year.

But this takes data. Companies need visibility across their sales team to monitor sales performance against targets. Manufacturing Cloud has just the thing to help: Account Manager Targets.

Meet the Sales Team at Rayler Parts

Rayler Parts has been using Manufacturing Cloud for some time now. So far, Cindy Jones, the admin at Rayler Parts, has set up everything that Rayler Parts requires for its business with distributors, partners, and suppliers. But what about internal efficiency? The sales, operations and planning teams require a mechanism to track their financial goals through specific targets that are visible across the hierarchy and flexible for unexpected changes.

Elliott Drake heads the sales team for the AMER region. He gained the status of superstar after his team successfully adopted Manufacturing Cloud to manage sales and operations. His account managers are finding it easy to manage business using Sales Agreements and Forecasting in Manufacturing Cloud.

Elliott now wants to look at how Manufacturing Cloud can help the company grow. Specifically, he wants to track growth plans at an organizational level with team and individual targets. This is critical for the success of Rayler Parts. 

Elliott meets with Cindy to find out more about the Account Manager Targets capability in Manufacturing Cloud.

Elliott has an executive all-hands in the coming week and wants to demonstrate the capabilities to the top sales executives. If he can impress them, Rayler Parts can start using Account Manager Targets for the upcoming fiscal year.

In the meeting, Elliott explains the capabilities to the sales team and VP of Sales, Bill Mckenzie.

• Account managers can create, assign, and edit targets for their organization to meet performance goals based on product volume, revenue, or any other custom measure.
• Executives can drive performance and productivity by converting growth plans into measurable targets for customer-facing teams.
• Businesses can ensure that they’re using a single source of truth for their company performance with account manager targets and forecasting in a single place.
• Targets are easily managed because Manufacturing Cloud provides the flexibility to reassign invalid team targets to another team member, change the owner, move it to the parent target, or delete it.

Bill wants to try out this new way of managing organizational goals. He wants to create revenue targets for his team members and then ask them to assign their targets further. They can distribute those assignments based on accounts and products.

Follow Along with Trail Together

Want to follow along with an expert as you work through this step? Take a look at this video, part of the Trail Together series.

Sign Up for a Developer Edition Org with Manufacturing Cloud

To complete this module, you need a special Developer Edition org that contains Manufacturing Cloud and our sample data. Get the free Developer Edition and connect it to Trailhead now, so you can complete the challenges in this module.

1. Sign up for a free Developer Edition org with Manufacturing Cloud.
2. Fill out the form. For Email, enter an active email address. For Username, enter a username that looks like an email address and is unique, but it doesn’t need to be a valid email account (for example, yourname@mfg4ever.com).
3. Click Sign me up.

A confirmation message appears.

1. When you receive the activation email (this might take a few minutes), open it and click Verify Account.
2. Complete your registration by setting your password and challenge question.

You are now logged in to your Developer Edition.

1. Now connect your new Developer Edition org to Trailhead.
2. Click your Trailhead profile avatar, then select Hands-on Orgs.
3. Click Connect an org.
4. Enter your new Developer Edition org username and password, and click Log In.
5. On the Allow Access? screen, click Allow.
6. On the Want to connect this org for hands-on challenges? screen, click Yes! Save it.

Now that you have a Manufacturing Cloud-enabled org, you’re ready to try the steps in this module—and learn how to blaze new trails with your accounts.

In the next unit, you discover goal-setting works in a typical sales organization and follow along as Cindy configures the targets in the org.