Sales Pipeline and Funnel Analysis 

Purpose

You can use this business process to evaluate current business development and expected future revenue. It contains information about open sales documents, such as opportunities, sales orders and sales contracts and therefore enables them to forecast future revenues.

Sales managers can use this process to gain an insight into their team’s sales performance and also to see whether the sales and marketing strategies have been successful.

Process Flow

 

       1.      Review recent sales strategy by analyzing sales funnel

You review sales funnel by monitoring:

¡        Lead funnel: to do this, you use the query Lead Funnel Analysis (technical name: 0CSALMC02_Q001)

¡        Opportunity funnel: to do this, you use the query Opportunity Funnel Analysis (technical name: 0CSALMC02_Q005).

¡        Quotation funnel: to do this, you use the query Quotation Funnel Analysis (technical name: 0CSALMC02_Q007)

¡        Campaign funnel; to do this, you use the query Campaign Funnel Analysis (0CSALMC02_Q0008)

       2.      Change CRM processes within sales team, where necessary

If required, you create business transactions that are relevant for the sales pipeline and funnel.

       3.      Create marketing campaigns

       4.      Generate and work on opportunities

       5.      Close sales deals

       6.      Monitor opportunity and sales pipeline

You monitor

¡        Opportunity pipeline: to do this, you use the query Opportunity Pipeline (technical name: 0CRM_C04_Q0020).

¡        Sales pipeline: This means you monitor:

§         Expected sales revenue: to do this, use the query Sales Pipeline Analysis (technical name: 0CSALMC02_Q002).

§         Incoming sales order values: to do this, use the query Sales Pipeline: Incoming Sales Orders (technical name: 0CSALMC02_Q001).

§         Forecast reliability: to do this, use the query Sales Pipeline: Forecast Reliability query (technical name: 0CSALMC02_Q003).

       7.      Create more opportunities, if required

If you observe that the marketing strategies are lacking the desired impact, you create more opportunities.

This is an optional step.

       8.      Review sales funnel to analyze success of new sales strategy

For more information, 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 ® Queries for Cross-Application Performance Analyses ® Sales Funnel and Pipeline.