Aligning SAP Sales Cloud with the CX Portfolio and the Sales Cycle

Recognizing the Basic Features and Functions of the User Interface

Defining the Functional Features of Lead Management

Defining the Characteristics of a Sales Opportunity

Examining Quotation Management Features to Streamline Sales

Preparing Sales Contracts

Identifying the Key Stages in the Sales Order Process

Exploring Activity Management

Planning and Recording Site Visits

Planning and Forecasting Sales

Exploring Pricing Options

Exploring Sales Cloud Add-Ons and AI Features

Using Reports and Analytics in SAP Sales Cloud

Exploring Visit Planning and Execution

Objective

After completing this lesson, you will be able to explain how visit planning enables recording site visits, documenting related activities, and completing key visit goals.

Visit Planning and Execution

Companies utilize visit planning and execution to assist sales personnel in organizing and documenting site visits and related activities. SAP Sales Cloud visit management supports various business processes, providing relevant statistics and tools for effective visits.

This planning feature enables field sales representatives to schedule and record site visits and activities while on-site at client accounts. It enhances decision-making and improves sales effectiveness by monitoring key areas of field sales execution. Data points are captured through surveys and questionnaires, facilitating relevant follow-up transactions to support field sales representatives.

Visit Planning and Execution Process

The end-to-end visit flow in SAP Sales Cloud covers three phases: Plan → Execute → Close & Follow-Up.

1. Planning the Visit

Build your route & schedule: Use work lists, route map, and optional dynamic visit planning to sequence visits efficiently.
Set clear objectives: Define what success looks like per visit (qualify opportunity, review pipeline, renewal, audit).
Review the Account 360: Open opportunities, quotes, service history, previous visit notes, and KPIs.
Preload content: Price lists, brochures, planograms, surveys, and product decks; cache for offline use.
Validate master data: Account hierarchy, contacts, addresses, time windows, and territory alignment.
Sync your mobile app: Before heading out.

2. Executing the Visit

Check In on arrival: Captures start time and location in the visit record.
Confirm agenda and participants: Adjust in real time if needed.
Capture notes immediately: Record meeting outcomes, decisions, and discussions while fresh.
Run structured inputs: Surveys, store audits, planogram checks, questionnaires (ensures consistent analytics).
Log sales signals: Objections, competitor mentions, pricing sensitivities, upsell/cross-sell cues.
Create records inline: New contacts, leads, opportunities, or order requests without leaving the visit.
Assign tasks with owners and due dates during the conversation.

3. Closing and Following Up

Check Out: Record end time, confirm visit status (completed / partial / cancelled).
Summarize outcomes: Objectives achieved, risks identified, and agreed next steps.
Attach evidence: Photos, documents, and reference materials captured on-site.
Create follow-up objects: Tasks, leads, opportunities, quotes, service tickets; link them to the visit for traceability.
Update pipeline: Adjust opportunity stage, probability, close date, and competitor info.
Share internally: Notify manager, presales, or service via activity feed or email; sync on mobile.
Close the loop within 24–48 hours: Momentum matters.

Key Tips for Adoption and Success

Standardize visit templates by segment (new prospect, QBR, retail audit, etc.).
Track "visit-to-opportunity" and "visit-to-order" conversion rates via analytics.
Keep master data clean. Bad addresses and contacts create friction for reps.
Align visit objectives with sales plays and pipeline targets for consistent coaching.
Use mobile offline mode where coverage is limited; always sync before and after your day.

Summary

Strategic Planning: Prepare visits by reviewing customer history, corporate KPIs, and establishing clear goals and targets.
On-Site Execution: Document visit results, complete surveys and audits, and update customer information during field activities.
Outcome Analysis: Review visit results, analyze KPIs, and discuss positive or negative outcomes with relevant stakeholders.
Follow-Up Preparation: Gather feedback and survey results to plan subsequent visits and identify necessary follow-up actions.
Performance Monitoring: Track field sales execution through captured data points to enhance decision-making and sales effectiveness.

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