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Sales Intelligence
Sales Intelligence helps your organisation to identify, understand and address critical sales issues, spot opportunities to increase sales and sell more intelligently.
Interpreting data from product, customer and financial sources, Sales Intelligence provides managers with actionable
information on their sales force, customer sales and product
sales, revealing the key drivers behind performance and
trends.
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Understand at-a-glance
what products are being sold, to whom, by whom and for how much.
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Gain an insight
into your customers buying patterns so that you may define effective
sales strategies to target and sell more product.
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Track key sales
metrics, analyse these metrics and discover how you can
best optimise your sales force.
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Get answers to all
the key questions, concerning:
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• How much
have we sold this period, in revenue and volume,
and how does
this compare to last period? What
is the trend over time?
• Which branches/regions/divisions
have done well, or have underperformed?
• Which branches/regions/divisions
are meeting our margin expectations?
• How do individual
sales reps rank on revenue, volume and margin,
and how
has their contribution changed over
time? |
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• How large
is our customer base and has this changed over
time?
• Which customers
deliver the highest revenue and the highest margin?
• Have revenues
from a specific customer been increasing over
time? Is this
a trend?
• Have revenues
for any customers decreased over time, indicating
a
satisfaction issue? |
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• What are
our best selling product lines or specific products?
• What is the
revenue and margin breakdown on our products?
• Who has been
selling these products? Which sales office/branch
and how
have reps performed in these specific
product lines? |
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| Sales Organisation Effectiveness |
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• Which branches/regions
are producing the highest volumes of transactions?
• How do these
branches/regions compare to the average revenue
per
transaction across the organisation?
• How effective
are sales reps at maintaining margins by keeping
discounts
low? Are these discounts rising?
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| Monitor & Measure The
Performance Of Your Key Sales Metrics |
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To Improve sales performance, an organisation
must have visibility into all aspects of the sales function
to identify areas of underperformance and opportunity.
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Through personalised dashboards, myViewpoint
Sales Intelligence permits managers to track their Key
Performance Indicators (KPIs) and analyse these metrics
for a deeper understanding of sales performance.
Managers may track a wide range of KPIs, such as Customer
Profitability, Unsold Products, Inactive Customers, Rep
Performance, Trends etc., and measure actual performance,
over time, against pre-defined corporate goals. Business
performance alerts highlight the status of those KPIs
not meeting expectation, providing managers with better
visibility into those areas where immediate action is
needed. |
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| Investigate & Interpret
Your Key Sales Drivers |
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Sales Intelligence helps managers interpret their sales data,
revealing the key drivers behind performance. From summary
level to transaction level detail, trend analysis and graphical
visualisations aid the process of investigation, providing
managers with actionable information upon which they can use
to effectively drive the sales process and delpoy the sales
force to focus on areas of concern and opportunity.
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| Act To Optimise Sales Force
Performance |
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Unlock the power and value of your sales data and maximise
the value of your information assets. Use Sales Intelligence
to track your key sales metrics, understand and optimise your
sales force, revenue per customer and performance over time.
Enable a proactive, agile response to business trends, opportunities,
weaknesses and threats:
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GAP
Analysis
Easily identify your high-demand products and effective cross-sell
opportunities, driving the sales force to take advantage of
these insights.
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Customer
Profiling
Create detailed profiles of how much customers buy, how frequently,
how much revenue they generate, and how much they cost to serve.
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Direct
activities to retain high-value customers
Use the myViewpoint Pareto Analysis tool to understand customer
value and focus the sales force on retaining and leveraging
its high-value customers, redeploying resources from servicing
low value or inactive customers.
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Track
sales performance and re-allocate sales resources
How are branches, regions and products performing? Analyse rep
performance by branch, by region, by volume, by margin, and
by sales, and allocate these resources to customers, regions,
or products where they will have the most impact.
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Identify
customer disatisfaction early
Analyse customer purchasing pattern behaviour, rates of return,
time to pay, and other factors to detect customer satisfaction
issues before they affect your bottom line.
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Sales
Promotions
Analyse customer purchasing patterns to measure the effectiveness
and take-up of product promotions.
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Identify
migration patterns
Identify migration patterns of customers between high RFM (Recency,
Frequency, Monetary) bands to lower ones for any two given time
periods.
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