Sales Analysis Dashboard

The Sales Analysis dashboard lets a sales manager understand sales performance and the status of the company’s most important customers and employees. The dashboard KPIs are based on the standard functions of SAP Business One. Below are assumptions of the sales processes of OEC, the demo company:

The sales quota is maintained in the budget of the sales revenue account by month.
The sales process starts with opportunity creation and ends with invoice creation. Only the invoiced amount is revenue realized. Canceling an invoice or creating a credit memo impacts the revenue of the month in which the cancellation or credit is posted.
If an opportunity is lost, the sales employee changes the opportunity status to Lost.

Sales Analysis: Dashboard Structure and Behavior

The Sales Analysis dashboard has two sections:

The upper part provides an overview of sales performance.
The lower part displays detailed information about the top five customers or sales employees.

All the amounts in the dashboard are given in the local currency, which is displayed under the title bar on the right side. In the lower part of the dashboard, you can use the dropdown list to switch the analysis from Customers, which is the default, to Sales Employees. By default, details about the top customer or top employee are displayed on the right side of the lower part. To display the details for another customer or employee, click the bar for the customer or employee for which you want to view detailed information. For more information about the data refresh options and settings, see Scheduling a Daily Data Refresh for Dashboards.

Sales Analysis: Company Overview

The upper general sales performance part covers four KPIs: sales amount by month, last year’s sales amount by month, sales quota, and sales opportunity win rate.

Chart	Type and Display	KPI
Fiscal Year Analysis	Bar chart showing revenue for the current year and the previous year (Sales Amount and Last Year’s Sales Amount); line for Quota. For all months, the sales amount for last year is shown; for previous months and the current month, the sales amount for the current year is shown.	The sales amount calculation is based on invoice amount and grouped by posting calendar month. The calculation logic is the same as for the Sales Analysis report. Invoice-related documents and localization A/R documents that impact the revenue account are also considered. Quota uses the budget definition of revenue account, which is the first budget scenario defined for one fiscal year. Make sure the revenue account has an account type of Sales and is on the credit side.
Opportunity Win Rate	Line chart showing the ratio of won opportunities to total closed opportunities for the period. Two lines are shown: one line for previous year, one line for current year to date.	The chart compares the current year’s win rate to the previous year’s rate by month. For each displayed month, the win rate equals the number of won opportunities in this month divided by the total number of closed opportunities (including won and lost) in this month. Closed opportunities include opportunities with status Won or Lost. Closing date refers to opportunity Closing Date.

Chart

Type and Display

KPI

Fiscal Year Analysis

Bar chart showing revenue for the current year and the previous year (Sales Amount and Last Year’s Sales Amount); line for Quota. For all months, the sales amount for last year is shown; for previous months and the current month, the sales amount for the current year is shown.

The sales amount calculation is based on invoice amount and grouped by posting calendar month. The calculation logic is the same as for the Sales Analysis report.

Invoice-related documents and localization A/R documents that impact the revenue account are also considered.

Quota uses the budget definition of revenue account, which is the first budget scenario defined for one fiscal year. Make sure the revenue account has an account type of Sales and is on the credit side.

Opportunity Win Rate

Line chart showing the ratio of won opportunities to total closed opportunities for the period.

Two lines are shown: one line for previous year, one line for current year to date.

The chart compares the current year’s win rate to the previous year’s rate by month.

For each displayed month, the win rate equals the number of won opportunities in this month divided by the total number of closed opportunities (including won and lost) in this month. Closed opportunities include opportunities with status Won or Lost. Closing date refers to opportunity Closing Date.

Sales Analysis: Customer and Employee Details

Chart	Type and Display	Behavior	KPI
Top 5 Customers Top 5 Sales Employees	Clustered bar chart (one for sales amount and one for gross profit) for each of the top five customers or employees	To display the KPIs on the right side of the chart for a different customer or employee, click the bar for the desired customer or sales employee.	Year-to-date sales amount and gross profit of top five customers or top five employees are displayed as a clustered bar chart.
Item Rankings Customer Rankings	Table with top five items (for Customers selection) and top five customers (for Sales Employees selection) sorted by sales amount.	To display the KPIs for a different customer or employee, in the Top 5 Customers or Top 5 Sales Employees chart click the bar for the desired customer or sales employee.	For selected customer: Top five items by each item’s sales amount for the current fiscal year. Revenue: Current fiscal year revenue of the item %: Percentage this item contributes to the customer’s total sales amount Quantity: Number or quantity of the item sold to the customer (by inventory unit of measure) For selected sales employee: Top five customers by customer’s sales amount for the current fiscal year. Revenue: Current fiscal year revenue of the customer %: Percentage this customer contributes to total sales for this sales employee Profit: Current fiscal year gross profit for customer related to this sales employee
Opportunities Status	Pie chart	None	Depending on the selection in the dropdown list (Customers or Sales Employees), the number of opportunities by status for the fiscal year to date for the selected customer or selected sales employee.

Chart

Type and Display

Behavior

KPI

Top 5 Customers

Top 5 Sales Employees

Clustered bar chart (one for sales amount and one for gross profit) for each of the top five customers or employees

To display the KPIs on the right side of the chart for a different customer or employee, click the bar for the desired customer or sales employee.

Year-to-date sales amount and gross profit of top five customers or top five employees are displayed as a clustered bar chart.

Item Rankings

Customer Rankings

Table with top five items (for Customers selection) and top five customers (for Sales Employees selection) sorted by sales amount.

To display the KPIs for a different customer or employee, in the Top 5 Customers or Top 5 Sales Employees chart click the bar for the desired customer or sales employee.

For selected customer:

Top five items by each item’s sales amount for the current fiscal year.

Revenue: Current fiscal year revenue of the item

%: Percentage this item contributes to the customer’s total sales amount

Quantity: Number or quantity of the item sold to the customer (by inventory unit of measure)

For selected sales employee:

Top five customers by customer’s sales amount for the current fiscal year.

Revenue: Current fiscal year revenue of the customer

%: Percentage this customer contributes to total sales for this sales employee

Profit: Current fiscal year gross profit for customer related to this sales employee

Opportunities Status

Pie chart

None

Depending on the selection in the dropdown list (Customers or Sales Employees), the number of opportunities by status for the fiscal year to date for the selected customer or selected sales employee.

More Information

Design, Behavior, and KPIs for SAP Predefined Dashboards