Defining Over Reached and Under Reached Thresholds

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Defining Over Reached and Under Reached Thresholds

To help users stay on track in their interactions with target accounts, under reached and over reached thresholds indicate whether their target, channel, and product activities align with the expected attainment based on the cycle's elapsed time. These thresholds are determined by the MCCP goals set by management. By reviewing their progress against under reached and over reached thresholds, users can adjust their interactions with accounts to meet MCCP goals.

Who can use this feature?

iPad Users
Users do not require an additional license
End Users, MCCP Admin Users

Configuring Under Reached and Over Reached Thresholds for Cycles for

Understanding Under Reached and Over Reached Threshold Calculations as

MCCP Admin Users

Users' progress towards MCCP goals is represented by attainment status, which is calculated when the MCCP process runs. MCCP calculations are territory-based, not owner-based. If multiple users are assigned to the same territory, all users’ activity in the territory that meets the channel criteria and cycle time frame are counted towards MCCP goals. However, only the MCCP owner as set on the mc_cycle__v record can view the MCCP in My Plan. When multiple users are assigned to the same territory, Adding Team-Based Goals is recommended.

Attainment status is determined by comparing users’ actual progress to under reached and over reached thresholds calculated from the following fields on the mc_cycle__v object:

under_reached_threshold__v – When the attainment progress falls below the value in this field, the status changes from On Schedule to Under Reached, indicated by a red horizontal progress bar. This means the user is underperforming their expected attainment for the time elapsed in the cycle plan, and the target or channel may be underutilized.
over_reached_threshold__v – When the attainment progress exceeds the value in this field, the MCCP status changes from On Schedule to Over Reached, indicated by an orange horizontal progress bar. This signifies that the user is overperforming their expected attainment for the time elapsed in the cycle plan, and the target or channel may be overutilized.

When attainment is neither under reached nor over reached, the status is On Schedule and the progress indicator is green.

To account for the user’s progress relative to the length of the cycle plan, the following formula applies the under/over threshold variance to the expected level of progress based on the time elapsed since the start of the cycle plan:

Lower limit: (% Cycle Completed) x number of goals for the target x (100% - under_reached_threshold__v)
Upper limit: (% Cycle Completed) x number of goals for the target x (100% + over_reached_threshold__v)

The time elapsed is calculated using the percent_cycle_completed__v field on the mc_cycle_plan__v object. For example, a user is 60 days into an 180-day cycle with a target of 12 calls for an HCP. If the under reached and over reached thresholds are set at 30%, the on-schedule activity range would be 3 to 5 calls.

Lower threshold for on schedule: (60 days/180 days) * 12 targeted calls * (100%-30% under reached threshold)/100 = 3 calls
Upper threshold for on schedule: (60 days/180 days) * 12 targeted calls * (100%+30% over reached threshold)/100 = 5 calls

The user’s current activity is two calls, so HCP engagement is under reached. Based on the calculation, the user schedules two more calls to the HCP.