Sales Budget

The Sales Budget model analyzes the actual sales versus budgets or forecasts. The comparisons' focus are on the sales performance of established targets (budgets) and revised targets (forecasts). The forecast may be the same as used in operational planning but in many cases, this is a sales-driven forecast version used to drive the sales organization. To accommodate the practice of revising forecasts several times per year, we made multiple forecasts possible.

The measures and KPIs include quantities, net weights, revenues, costs, and margins. Analysis is performed on a number of dimensions such as customer, product, and supply chain (warehouse) dimension. The lowest level of analysis depends on the lowest level of the defined budget or forecast.

Source information

Budgeting and forecasting of sales within M3 BE are based on data sets which are defined on a set of available key-fields and measures. The Sales Budget model requires the usage of specially configured data sets. The data contained in the model for Sales vs. Budget can be of the two major types:

  • Actual sales driven by invoice statistics in OSBSTD
  • Budget or forecast stored in selected Budget-versions

To facilitate the usage of the Sales Budget model, a template with predefined levels and dimensions has been defined. The template requires that products are budgeted down to item number level, and budget customers should also be set up to represent the required customer dimension.

Sales Budget period dimension is used to analyze the statistics by the year level to the period level.