In order to provide the Sales staff with clear instructions as to the work load expected of them, you can enter budgets for each of their different tasks. SIHOT supports the following types of budgets:
•Client visit
•Cold call
•Contract negotiation
•Contracts returned
•Meeting (external)
•Meeting (internal)
•NN1 … (client specific fields)
•New contracts
•Revenue
•Room nights
•Showround
•Telephone
i NB: When entering activities, it is important to record the appropriate Trails and Sub-Trails as the sales comparison target/actual uses these as a basis for the report.
When setting targets, the budgets are defined under the menu Master Files – Sales & Marketing – Sales Staff Guidelines. Select a budget type and open the tab budget values. SIHOT automatically shows all SIHOT-users. Select a Sales person to set the budget. There are three ways to enter the monthly values:
•Enter a value for each month.
•Enter the total for the year and SIHOT divides the sum equally for each month. Adjust individual months as required.
•Press the button enter budget. In the following dialog, enter the period for the new budget and the increase in percentage based on the either the budget or actual figures of the previous year.
The report sales comparison target/actual shows the performance of the Sales person to date.
Figure 33: Setting Budgets