The area Sales Analytics delivers analytical applications, Business Content, and tools that enable you to answer numerous business questions covering multiple aspects of sales and distribution:

• The planning application Sales Planning assists you in planning, predicting, and simulating your sales figures and profits.
• Sales performance analysis provides sales managers with cross-application analyses that are divided into the following four equally-weighted views: Finance View, Customer View, Internal View, and Employee View.
• Pipeline analysis helps you analyze and predict the flow of opportunities, offers, and contracts, thereby enabling you to exploit anticipated sales opportunities with greater success.
• Sales cycle analysis helps you derive insights about all aspects of your sales process across the entire sales cycle – from leads and opportunities through to sales order processing.
• You can use team performance analysis to determine the performance of your sales organization, distribution channels, and sales areas. Moreover, you can quantify the return on investment (ROI) of your sales activities and promotions.

You find comprehensive, predefined Business Content in SAP BW with which to perform the above analyses on your sales pipeline, your sales cycle, and the results of your sales team. The Business Content includes basic InfoCubes for the following objects in SAP CRM as well as MultiProviders that combine the objects and make it possible to perform analyses across all of them.

You can consider the following SAP-CRM objects:

• Opportunities
• Sales orders
• Contracts
• Activities

For more information about the Business Content, see the SAP Library for SAP BW under Business Content ® Customer Relationship Management ® Sales and Cross-Application Performance Analyses.