Win/Loss Analysis (SAP Library

Win/Loss Analysis

Technical name: 0CRM_C04_Q001

Use

In order to plan which customers should be targeted, or to see where your company is having difficulty generating sales, sales managers need to analyze which opportunities lead to sales orders and which are not successful.

This query therefore provides you with lists of opportunities per employee or sales organization with their status (won or lost) and the reasons for this status, as set by the employee.

Free Characteristics

InfoObject	Description
0CALMONTH	Calendar month
0CALDAY	Calendar day
0CRMSA_ORG_R	Sales organization
0CRM_RG	Current code group
0CRM_RCA	Current catalog reasons
0CRM_RCO	Current code reasons
0CRM_COMPET	Competitor
0BP_RESPPER	Owner

The characteristics for code group, catalog reason and code reason provide you with the reasons for the opportunities and reasons for the status of the opportunities.

Rows

InfoObject	Description of the InfoObject (and restriction or calculation formula)
0CRM_OPSTAT	Opportunity status
0CRM_CNTRPH	Controlling phase of opportunity

Columns

InfoObject	Description of the InfoObject (and restriction or calculation formula)
0CRM_EXPREV	Expected sales volume
0CRM_NUMDOC	Number of order headers