Name: Managing Books of Business in SAP SuccessFactors Agent Lifecycle Management
Uploaded: 2020-5-15
Duration: 355 s
Description: This video offers a short introduction and demonstration of the SAP SuccessFactors Agent Lifecycle Management Book of Business. Learn to locate ownership, accounts records, and percentages of compensation agreements.

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<div><div><div><div>This video offers a short introduction and demonstration of the SAP SuccessFactors Agent Lifecycle Management Book of Business.  Learn to locate ownership, accounts records, and percentages of compensation agreements. </div></div></div></div>

Managing Books of Business in SAP SuccessFactors Agent Lifecycle Management

Hi. I’m Brian.  This video is an overview of customers, policies, and ownership data, managed in the  Book of Business in SAP Agent Performance Management.  Book of Business is a term to represent a salesperson’s list of accounts and products that he or she is managing.  In SAP Agent Performance Management, or APM for short, the Book of Business is a feature that  manages account and product records, however, APM also manages ownership records that may directly  impact agent, agency, and broker compensation.  I’ll navigate to the Manager portal and then the Book of Business tab.  I’ll search for an existing customer record; Evans Plumbing Company.  The Customer Detail page is the default landing page for a customer search.  At the top of this page, there are other tabs available, such as Customer Policy Search, Ownership Search, and Letter History.  The data can also be accessed with the links at the bottom of this page.  With the Customer Detail page, I can view basic details about this customer. One example is Customer Type.  In APM, customers are organized by Type, as Groups or Individuals.  Evans Plumbing Company is an example of a Group.  For Evans Plumbing Company, which purchased an insurance policy, the Customer Policy record, “Evans 1234”,  is managed in the Customer Policy container.  I can simply click the monitor icon to view the data.  However, I’ll view this data by clicking the Customer Policy Search tab at the top of this page.  With this page, I can search by status, policy ID, or policy holder name.  I’ll enter the policy ID, “Evans1234”, and then click Search.  Frank Hammond is the policy holder, and buyer, of this insurance policy.  Mr. Hammond’s contact data is managed with this page.  To discover which salesperson has ownership of this account, or to learn which team of salespeople have ownership of this account,  I’ll navigate back to the Customer Detail tab and then navigate to the Ownership Search tab.  I’ll click Search to view the data of the one record available for this account. Limited data is organized with this page;  however, one important item is Ownership Type.  This record is currently active, so I will re-open this record to show the options available.  I’ll click the monitor icon to open the Ownership Type Detail record.  When creating a new Ownership record, is important to complete the Minimum and Maximum number of Producers allowed fields.  With my example, I have entered one as the minimum and one hundred as the maximum.  This scenario allows up to one hundred agents to manage and claim ownership of this account in order to, fundamentally,  receive compensation for the sale and renewal of this account.  There are multiple options to choose with Ownership Percentage.  Each of these selections configures the compensation structure for each producer or team of producers.   With Transaction Distribution, I can choose Yes or No to allow one specific record to be shared or not.  If compensation will be shared with a team of producers, an Ownership Hierarchy can be created.  This specific field allows me to select the appropriate rule for my scenario.  Now, I will learn which agent or agents have ownership rights to this account.  I’ll navigate back to the Customer Detail page and then click Ownership Search.  Lisa Smith is the Primary Owner of this account.  She has 100 percent ownership for commission payments, which means that she’s not sharing ownership, or  commission payments with other agents.  Notice the Primary Owner field. This field is enabled.  This is important if a large team is sharing ownership.  In the scenario of shared ownership, and with an ownership hierarchy, Lisa would be the primary owner and the  other agents would be sub-owners.  If Lisa Smith would like to view a list of her accounts, she can view her ownership records by navigating to the  Manager portal and then click the Producers tab.  She would then search for her records by entering her name.  I’ll open Lisa’s record and then navigate to the right side of this page.   I’ll open a menu by clicking the options icon.   Now, I will find and choose Ownership Distribution Search.  Now, I’ll click Search to view the one record that exists, Evans Plumbing Company.  If other records exist, I’ll navigate to the Ownership Distribution Search page to view the complete list of customers.  Thanks for watching.