Mid-cycle Activity Plan Adjustments
Key Takeaway
Mid-cycle Activity Plan Adjustments work only for active activity plans of type Account Goal, and only for non-product based goal measures. Plans of type Weighted Territory Goals and product-based goals can't be adjusted. Each adjustment request changes nothing until a reviewer approves it.
Activity Plan Adjustments let users change the goals of a running activity plan when field conditions change, instead of waiting for the next cycle. A user submits an ad hoc adjustment request for an account. A reviewer then approves the request. After approval, the system creates, updates or deletes the matching Provider Activity Goal Measure records. Threshold percentages, date ranges and the review step keep these changes controlled.
Which plans can be adjusted
Activity Plan Adjustments give sales reps and other users the flexibility to modify goals and goal measures mid-cycle. Users can make adjustments from the web or the iPad. An adjustment is supported only when all three of these conditions are true:
- The activity plan is active.
- The activity plan is of type Account Goal.
- The goal being adjusted uses a non-product based measure.
Plans of type Weighted Territory Goals can't be adjusted. Requests to adjust product-based goals aren't supported. So when a scenario needs mid-cycle goal adjustments, the plan must be an active Account Goal plan with non-product based goal measures.
Lena is a sales rep. Her Q2 plan is an active Account Goal plan with a goal of six face-to-face visits for a cardiology clinic. The clinic asks for more contact, so Lena wants to raise the goal to eight. The visit goal isn't tied to a product, so Lena can submit an adjustment request. Her plan also has a goal for detailing one specific product to the same clinic. Lena can't adjust that goal, because it uses a product-based measure. Her colleague Omar works from a plan of type Weighted Territory Goals, so he can't adjust his plan at all.