Sales Performance Analysis in CRM 

Purpose

You can use this business process to measure performance from different perspectives in order to have an overall picture of what is happening into sales. It takes into account the following four views:

·         Financial
For revenue and pipeline information

·         Customer
For information about customer lifetime values, profitability and ABC analyses

·         Internal
For data about sales processes and business transactions within the sales department

·         Learning and Growth
For information concerning training, time management and employee satisfaction

It enables sales managers to access up-to-date information about customers, relationships and the market situation, helping them to answer questions such as what is the market potential for my product, how are my customers behaving, and how efficient are my sales processes?

Process Flow

       1.      System provides customer data

       2.      System provides internal process data

       3.      System provides revenue data

The SAP CRM system provides data for the financial, customer and internal process views.

       4.      System provides HR data

The SAP ECC system provides data for the learning and growth views (Human Resources).

You can configure your system so that it also provides data from SAPFinancials.

 

       5.      System updates sales information

The SAP BW system updates the sales performance analysis with this combined data.

       6.      Monitor expected revenue in sales pipeline

To do so, you use the query Sales Pipeline Analysis (technical name: 0CSALMC02_Q002).

       7.      Monitor success of sales strategy

To do so, you use the query Win/Loss Analysis (technical name: 0CRM_C04_Q001).

       8.      Monitor top five quotations

       9.      Monitor intercation history with specific customers

You can evaluate a wide variety of information. For example, to monitor Success of the Sales Strategy: Interaction history, you use the query Intensity of Customer Care per Activity Partner Analysis (technical name: 0CSAL_C01_Q0003).

   10.      Monitor headcount

To do so, you use the query Average Headcount Analysis (technical name: 0PA_C01_Q012).

 

For more information about the Sales Performance Analysis, see the SAP Library under Documentation ® SAP NetWeaver Library ® SAP NetWeaver by Key Capability ® Information Integration by Key Capability ® BI Content ® Customer Relationship Management ® CRM Analytics ® Cross-Application Performance Analyses.

For more information about Sales Analysis, see SAP Library under Documentation ® mySAP Business Suite ® SAP Customer Relationship Mgmt. ® mySAP Customer Relationship Management ® Analytics ® CRM BI Content ® Sales Analyses.

For information about HR Analytics, see SAP Library under Documentation ® SAP NetWeaver Library ® SAP NetWeaver by Key Capability ® Information Integration by Key Capability ® BI Content ® Human Resources ® Personnel Administration ® Queries.

For information about FI Analytics, see SAP Library under Documentation ® SAP NetWeaver Library ® SAP NetWeaver by Key Capability ® Information Integration by Key Capability ® BI Content ® Financials.