Sales Performance Analysis (SAP Library

Sales Performance Analysis

CRM Sales Performance Analysis is a comprehensive reporting tool designed for sales managers. It helps sales managers to monitor and manage sales performance in a way that meets the challenges of today’s rapidly changing and demanding sales environment. CRM Sales Performance Analysis consists of reports and analyses based on queries in mySAP Business Intelligence and is divided into four equally balanced areas:

Financial view
Customer view
Internal view
Employee view

Emphasis is placed on cross-functional analytics so that data can come from a wide variety of sources including:

Human Capital Management Analytics
Supply Chain Management Analytics
Customer Relationship Management Analytics
Financial Analytics

as well as external analytical data. This means that Sales Performance Analysis combines both financial and operational figures in a way that contributes to the optimization of sales performance.

The Sales Manager

Sales performance measurement is one of several building blocks of sales management, as depicted in the diagram below:

This graphic is explained in the accompanying text

It uses pre-defined key figures to analyze the entire sales process, thereby providing sales managers with a solid base of information about the business situation in the area for which they are responsible. It also keeps them immediately informed with up-to-date data about customers, their relationships and the market situation.

Integration with mySAP Workplace

CRM Sales Performance Analysis has been assigned to the composite role Sales Manager. The content of Sales Performance Analysis is then shipped with the following four single roles:

Sales Performance Analysis: Financial Perspective (SAP_BW_SALES_PERF_ANALYSIS_FI)
Sales Performance Analysis: Customer Perspective (SAP_BW_SALES_PERF_ANALYSIS_CU)
Sales Performance Analysis: Internal Perspective (SAP_BW_SALES_PERF_ANALYSIS_PR)
Sales Performance Analysis: Employee Perspective (SAP_BW_SALES_PERF_ANALYSIS_LG)

In the mySAP Workplace, users can select and arrange the analyses within these roles according to their individual requirements.

For more information about these single roles, see the documentation for Business Warehouse under Business Content ® Customer Relationship Management ® Sales ® Roles.

Integration with the Geographical Information System

Many of the analyses contained in Sales Performance Analysis can be viewed with the Geographic Information System (GIS) – a web-based tool that enables you to present analyses based on geographical maps of your sales regions. This provides a visual display of key figures that makes it easier to identify successful and problematic regions at one glance.

For more information about GIS, see the documentation for Business Information Warehouse -> Business Explorer -> Publish: BEx Web Publisher -> Web Items -> Map.