Analysis in sales

Requirements for an analysis

Business year

For most evaluations, the current business year will be important. But even the previous, penultimate or next fiscal year can play a role. Usually, the business year automatically runs from January 1 to December 31. If the financial year deviates from that, it can be adjusted.

Note: If necessary, and with administrator permissions, you can specify the business year for your company using the Set business year func­tion in the Backoffice/My company form under Further functions.

Sales cases

The analysis of the potential includes the analysis of the revenue opportunities of a sales unit (sales staff, organizational unit or a sales partner) by means of recent customers as well as available data from completed periods.

As a sales unit usually consists of several account managers (active CRM users, in the case of an internal organizational unit, for example), the analysis functions specified below are also offered with condensed results, meaning that the accumulated revenues of every employee of a sales unit are considered and displayed. To prevent unclear results, internal staff members can only be allocated to one organizational unit.

Attention

Attention: The sales cases included in the analysis must already be in the forecast. Sales cases without customers are not taken into consideration.

Actual values

You can carry out an analysis of existing actual values of completed periods by industries, regions, prod­uct lines, customers as well as by a selected industry and customer, and then receive the collected data for inquiries, quotes and orders.

You are supported by business intelligence tools such as

  • Sales cockpit
  • Company cockpit
  • Drill-down center
  • Sales funnel at cases overviews
  • Map presentation at case overviews

For this, however, first the real numbers in the cases must be present, and the cases need to be in the forecast.

  1. Register your revenue expectations for the inquiries and quotes, as well as the actual revenue figures for the orders in the corresponding sales case forms.
  2. Assign a commercial and a technical agent to the case. If you supervise a case yourself, enter your name. This case will be considered in the analysis of the actual values.
  3. Please note that all cases that are to be used in the analysis of actual values must be in the forecast. The Forecast option serves as a prediction of incoming orders. You should therefore always activate the Forecast checkbox if you expect for a particular case that an order is going to be placed, and that this case is furthermore considered important for analyzing the actual figures.