Sales Agreements versus opportunities for run-rate business requirements
Key Takeaway
Map run-rate business to sales agreements. A sales agreement records planned quantities and revenue for each schedule and compares them with actuals from orders, so account executives can track customer compliance. An opportunity is a separate object that can be converted into a sales agreement.
Run-rate business is the ongoing, repeat business a manufacturer does with long-term partners. In Agentforce Manufacturing, sales agreements manage this business. A sales agreement records planned quantities and revenue over a series of schedules and compares them with actuals from real orders, so account executives can see whether customers keep their commitments. Opportunities are a separate object. After a deal is agreed, an opportunity can be converted into a sales agreement.
What sales agreements do for run-rate business
Account executives use sales agreements to continuously supply products to long-term partners. Sales agreements bring predictability to run-rate business and visibility into customer compliance.
A sales agreement records the terms of the relationship. The terms include:
- Planned quantity and actual quantity
- Planned revenue and actual revenue
- The related pricing and discounts
A sales agreement gives a consolidated view of products, schedules, and metrics for long-term business transactions. Sales agreements capture planned and actual product metrics period by period, one schedule at a time. Account executives compare planned quantities and revenue with actuals pulled from related orders and contracts, so they can track customer compliance and realized revenue.
Sales agreements are not limited to run-rate business. They can track and manage both one-off and run-rate business. They can also track sales negotiations and support a partner relationship from the start of an agreement to its renewal. Account executives can adjust agreement terms as negotiations, market patterns, demand conditions, and inventory change.