This article is relevant if you seeking to create a NetSuite dashboard report for your salesforce which report the quota vs. sales order vs. invoice performance.
Background
One of the challenges with NetSuite’s reporting technology is the discovery process needed to find the data elements you seek to output. The challenge lies in the fact that each report has a unique underlying data model. Each model was optimized based on choices the NetSuite Product team made to help you supply results in the report’s business domain. Couple that to the fact that each individual report may contain a large array of fields and the next thing you know you may be hunting and pecking to the point of utter frustration.
Because I play a tactical role in client service, I need to hold in my memory a mental model of the NetSuite system. I have a strong mental map of NetSuite’s Saved Search system. Yet, when it comes to the large array of reports each with a different structure and view, I have yet to meet someone that is holding all those options in their mind. Consequently, I find I am frequently in a trade-off decision: “Do I keep digging in the reports area through trial and error hoping to get to the information I need?” or “Do I go straight to search where I am confident that I can deliver knowing that I may have to give up some formatting features?” More often than not, I choose the Saved Search Option as I am balancing time and results — and seeking to avoid that “can’t find what I need” frustration.
Comparing NetSuite Quota to Sales Order to Invoice Results
In a recent implementation that included sales rep leads to sales order to invoice performance, the client asked, “Present each Sales Rep’s Quarterly Quota while showing their Sales Performance (called an Insertion Order or IO).” This is a simple and reasonable request. Yet, not so easy to achieve.
After nearly giving up, the results were finally in hand. The key to solve this is to let go of NetSuite’s “Actuals” (which represent cash sales and invoices) and instead go for the Sale Rep Contribution fields. These fields had enough information in them to get both Sales Orders and Invoice information. Here is what I did:
- Go to Reports –> Forecast –> Forecast vs. Quota –> Customize
- See image to learn which columns to display.
- Add formulas to drive calculated values. Modify options to total where it makes sense.
- Once I was satisfied, I used the Save and Create Snapshot feature so I could draw it on the Dashboard
What’s Your NetSuite Reporting Challenge?
I suspect this story is similar to your experience when working with NetSuite reporting technologies. I plan to write another article which discusses my NetSuite reports and saved search wish list. In the meantime, let’s respect that getting the output we want may take an investment in unanticipated time — yet the results may be well worth it. Let me know if you have a special NetSuite reporting challenge you would like to discuss.
Marty Zigman
Holding all three official certifications, Marty is regarded as the top NetSuite expert and leads a team of senior professionals at Prolecto Resources, Inc. He is a former Deloitte & Touche CPA and has held CTO roles. For over 30 years, Marty has produced leadership in ERP, CRM and eCommerce business systems. Contact Marty to set up a conversation.
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When trying to replicate this report we don’t have the option of the adding the Sales rep contribution fields, does a feature need to be enabled to have these fields?
Hi , There is a requirement for calculating quota/forecast for region wise(North America, APAC, EU) and reports should have the consolidated value of all the regions. As the quota form is not editable ,we planned to use custom records. can you suggest me few things so that i can proceed?
Are you able to see the linkages via Saved Search to your custom records? Many times, the reports won’t see the connections but Saved Search will. If reports don’t work, but you can get the data via Saved Search, we use our Content Renderer Engine to get the perfect output.
Thank you! we will check with CRE and update you at the earliest.
When trying to replicate this report we don’t have the option of the adding the Sales rep contribution fields, does a feature need to be enabled to have these fields?
Reuben,
Did you activate Sales Teams?
Marty
Hi I replicate this report and plan to add filter of Saved Seaches Name. But this field shows listing of location. How can I add a filter of Saved searches Name.
Thanks
Alfred,
This question is off-topic. If you need direct help, please contact me at https://www.prolecto.com/contact-us/
Marty
create a report to show Sales Rep Quota vs Sales Rep Actual sales (billed)
Could you please advice me how this we can done?
Hello Rajitha,
Did you review the Forecast v. Quota report which contains actual information? Like all things, when we can’t get to data via canned reports, we revert to saved-search, analytics workbooks, or SQL.
Marty