Sales Analytics 

Purpose

Sales Analytics consists of sets of analytical data covering the entire sales cycle from Sales Planning and Territory Management through to Billing. It provides reporting for measuring the performance of a sales department and provides sales managers with a solid basis of information about the business situation for which they are responsible.

It is designed for use by both sales managers and sales representatives: Sales managers can view their sales figures from different perspectives, be that an overall picture or a detailed drill-down into a specific area, while sales representatives can analyze their own sales figures by territory, business transaction or by customer.

Sales Analytics can be integrated into the mySAP Enterprise Portal for easy-to-use and quick access to analytical content. 

Prerequisites

In order to use the full range of Sales Analytics, you need the following systems:

·        mySAP Customer Relationship Management

·        mySAP Business Information Warehouse

·        mySAP Enterprise Portal (optional, if you wish to integrate analytics into the Sales Manager or Sales Representative portals)

·        mySAP R/3 Enterprise (optional, if you wish to use the complete range of the Sales Performance Analysis)

 

Process Flow

Sales Analytics plays a significant role at the end of the sales cycle where the results obtained from analyzing sales data can be fed back into operational sales processes, and as such it can be regarded as a circular process. The following process flow depicts an example of how a sales manager can use sales analytics in his or her daily work:

       1.      The quarterly sales meeting is about to take place and the sales manager needs to report on the  sales figures to the management board.

       2.      S/he calls up the sales performance analysis to view overall figures for the department, including financial and internal employee figures. S/he also looks at current sales pipelines and open revenues.

       3.      The sales manager asks all the sales representatives in the team to provide their up-to-date sales figures for their customers and territories.

       4.      The sales manager compiles all the data to write his/her report.

       5.      The board reviews the figures and plans the sales for the next quarter, using both historic company information, market forecasts and competitor information.

       6.      The sales manager communicates the sales targets to the sales representatives with an individual plan for each.

       7.      As the quarter progresses, the sales manager monitors the current figures to see whether the targets will be fulfilled.