Sales Pipeline: Forecast
Reliability
Technical Name: 0CSALMC02_Q003
Based on Info Cube: 0CSALMC02 (CRM Sales Funnel and Pipeline Analysis)
Use
This query compares the expected revenue from an opportunity with the actual incoming order value. It uses the expected revenue calculated by the employee who worked with the opportunity as well as the expected revenue calculated by the system. It then compares this with the value of the sales order that was created as a follow-up transaction to the opportunity.
Filter
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InfoObject |
Description of the InfoObject (and restriction or calculation formula) |
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0CRMSTATSIN |
Status since |
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0STAONESYS4 |
Status of opportunity and lead (restricted to opportunities with status Won) |
Free Characteristics
|
InfoObject |
Description |
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0CRM_PROSPE_0COUNTRY |
Country of prospect |
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0CRM_PROSPE_REGION |
Region of prospect |
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0CRM_PRHIER |
Product category ID |
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0CRM_PROSPE |
Prospect |
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0CRM_SOLDTO |
Sold-to party |
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0CRMSA_OG_R |
Responsible sales organization |
Rows
|
InfoObject |
Description of the InfoObject (and restriction or calculation formula) |
|
0CRM_PROD |
Product |
Columns
|
InfoObject |
Description of the InfoObject (and restriction or calculation formula) |
|
0CRM_REVEXP |
Expected sales volume (weighted by individual) |
|
0CRM_EXPREV |
Expected sales volume (weighted by system) |
|
0CRM_NETVALORD |
Net value of sales orders |
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0NETVALORD and 0CRM_ITOBTP |
Net value of complaints |
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0NETVALORD and 0CRM_ITOBTP |
Net value of service transactions |
|
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Incoming order value (from opportunities) Calculation formula: 'Net value - sales order' + 'open called off value' - 'net value - complaints' + 'net value - service contracts' |
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Difference in % (weighted by employee) Calculation formula: (Expected sales volume (weighted by individual) - Incoming order value from opportunities') / Expected sales volume (weighted by system)' * 100 |
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Difference in % (weighted by system) Calculation formula ('Expected sales volume (system)' - 'Incoming order value from opportunities' ) / 'Expected value (system)' * 100 |