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The goal of any sales representative, is to build relationships, make a sale and exceed sales target goals.

SAP Sales Cloud provides the tools to meet and exceed this goal in an agile way. It goes beyond the traditional sales software approach and provides you a 360 view of the customer.

The goal is to use SAP Sales Cloud tools to upsell, bundle and cross sell to your customer in order to make your monthly, quarterly, and yearly sales targets set by Sales Managers and leaders. 

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The activity planner allows the sales rep to organize tasks, surveys, relevant notes, and attachments for the visit. There is a worklist determination process that takes the data from the Activity Plan and guides the sales rep through the assigned tasks.

When creating the activity plan: 

• Notes, tasks, and surveys can be marked as mandatory for a sales rep to perform
• Automatic assignment of a task/survey can populate the visit worklist 
• One off tasks can be created and added to the activity plan after creation
• Once the plan is created, it can be directly assigned to specific sales reps or available for any sales rep to complete

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An activity list is a grouping of activities of a certain type. New activities can be created while adding accounts into an activity list.  

The Activity List feature of Activity Management allows you to do the following:  

• Determine the type of activities created
• Select multiple items and add accounts or contacts to create activities automatically
• Schedule or assign generated/uploaded activities
• Assign/re-assign owner to activities in the list

You can also maintain contracts as a follow-up or related item for an activity or visit.  

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Activities are methods of recording information from interactions between business partners during the customer relationship lifecycle. Managing activities properly also gives transparency to other sales team members working on the same account.  

Activities include the following objects in SAP Sales Cloud: 

• Appointments 
• Task 
• Email  
• Phone calls

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From an SAP Sales Cloud sales order, you can create an order in SAP S/4HANA. This integration is bi-directional. Attachments are also replicated.

All the PDFs are available from the document flow. The document flow launches the PDF in SAP S/4HANA. 

In the Document Flow facet, you can view basic header information of S/4HANA documents, and switch anchors to see follow on documents of successor document.

It’s key that the data in the original sales order is configured in the same manner as the S/4HANA. This way the data will be transferred consistently. Changes can be made after the data has been transferred. 

Orders created in SAP Sales Cloud and transferred to S/4HANA can be edited and copied, as well as order downloaded from S/4HANA. In Order Edit you can carry out the following tasks:  

• Add new products. 
• Change the quantity of non-delivered products. 
• Change the price/price components of products only if billing is not in process or finished. 

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Order Management is used to capture order information to enable sales reps to deliver compelling offers and provide consistent accurate pricing.  

You can perform the following with order management: 

• Create sales orders directly in SAP Sales Cloud for replication to SAP S/4HANA
• Sales orders can utilize external pricing from SAP CRM or SAP S/4HANA, for consistent pricing over multiple systems
• Product availability can be checked in SAP S/4HANA and stock quantity values can be returned to SAP Sales Cloud 
• Credit checks can be performed by requesting actions from SAP S/4HANA, ensuring creditworthiness of the customer
• The business process document flow updates with not just the SAP Sales Cloud order, but also the SAP S/4HANA sales order.
• Delivery and billing data can be returned to SAP Sales Cloud from SAP S/4HANA and viewed as PDF documents. 

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Let’s visualize the entire Sales Document Flow, beginning with our first sales document, the lead.​

Once the lead is qualified, it can be converted into an opportunity.  Document flow will be updated, copying important lead data into the opportunity and linking the documents. An opportunity’s sales cycle can assist in a sales quote to be generated.  This sales quote can be created as a SAP Sales Cloud Sales Quote or as an ERP Sales Quote, the ERP integration leverages credit checks, pricing, and material availability checks to be confirmed by the ERP system. Once a customer accepts the terms of the sales quote, an ERP Sales Order can be created. The system will generate two ID numbers for the sales order. One for SAP Sales Cloud and one called the External ID number that is replicated to ERP system for shipping, logistics execution, and billing. ​

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A sales contract is a way to secure a long-term customer relationship through sales qualities contracts that contain information about product prices and purchase quantities in defined time periods. Introducing the sales contract to the sales cycle gives a set of validity period related conditions to our sales documents. Contract documents and their contract terms can be used in subsequent sales documents like quotations and sales order to ensure consistent pricing and quantity terms. 

You can create a contract from a ticket, opportunity, or a customer quote. The Contracts work center supports you in creating sales contracts based on the required details. Let’s take a look at how to create a Sales Contract.

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Price determination from sales quotes can include accurate product pricing data based on SAP CRM or SAP S/4HANA pricing data. 

Material availability check (referred to as Available To Promise – ATP) returns quantities of stock available.

Credit checks can be run to ensure the customer is in good credit standing before quoting them for products.

Free goods determination can be checked to ensure the customer isn’t quoted for a material they should be getting free.

And material substitutions can be automatically changed, this way when the quote is accepted and converted to a sales order, the accurate product is picked and shipped to the customer. 

Once a sales quote is accepted, it can be converted to a sales order. Any details, products, or pricing you have in the quote will be replicated to the order in SAP S/4HANA. But since SAP S/4HANA is the order fulfillment system, if you add attachments or changes to the order in SAP S/4HANA, they will not flow back and update the quote in SAP Sales Cloud.

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You can create a sales quote in the following ways:  

From the Sales work center using the Sales Quote view  

Once a sales quote is accepted, it can be converted to a sales order. Any details, products, or pricing you have in the quote will be replicated to the order in SAP S/4HANA. But since SAP S/4HANA is the order fulfillment system, if you add attachments or major changes to the order in SAP S/4HANA, they will not flow back and update the quote in SAP Sales Cloud. 

You can use scoping questions to add product images to sales quote form templates and activate versioning.  Once versioning is active, you can search quotes by versions or based on a group ID. The group ID links the same sales quotes with different versions together for easy access for reporting purposes.  You could also send sales quotes with the same sales quote ID plus a version number to the customer, when updates have been made from a previously rejected or reworked quote.  

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