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How can I analyse my Sales Performance?

By
Els Van Vossel (evv)
on 6/11/14, 4:32 AM 799 views

I want to report on my Sales Performance. How can I make this work?

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Els Van Vossel (evv)

--Els Van Vossel (evv)--
2008
| 6 3 7
Belgium
--Els Van Vossel (evv)--

Author of some OpenERP / Odoo books

Els Van Vossel (evv)
On 6/11/14, 4:55 AM

Key metrics to measure in your sales funnel include number and value of opportunities, close rate and length of sales cycle. There may be other indicators that you may want to measure that work specifically for your business.

Knowing the overall value of your sales funnel is very helpful for forecasting and budgets, though you also need to know the velocity with which each opportunity goes through the buying process. If you monitor your sales funnel velocity, you will be able to more accurately predict your short-term sales.

Through the Opportunities AnalysisReporting ‣ Sales, you can keep track of your sales funnel. The analysis report gives you instant access to your opportunities displaying information such as planned revenue, probable revenue, overpassed deadline or the number of interactions per opportunity. This report is perfect for the Sales Manager to periodically review the sales pipeline with the salesteams concerned. Simply by opening this screen, you can track the total planned revenue per month for each sales stage. Use the Heat Map to get a better insight in what your sales should focus on.

The powerful Advanced Search View allows you to customize your analysis reports by using Group by features.

You can select specific options to filter your opportunities. For example, when you select a partner here and type the partner's name, only opportunities related to that specific partner will be displayed.

You can also filter the information of an opportunity according to the Group by features. When you open the Opportunities Analysis screen, you will notice that the opportunities are by default grouped by expected closing and by stage. The Measures displayed are Planned (or Expected) Revenue.

Beyond the obvious tracking sales funnel metrics there are some other numbers that are very valuable when it comes to judging sales funnel success.

The Average Sale  – this is how much a customer will spend with you in one transaction on average. When you know what the amount is, you’re then able to working on strategies for increasing this amount through up-sells or cross promotions. 

Win Rate  – the number of sales that you actively pursue and convert into a sale.  Look at the Opportunities Analysis, click Measures and select Quantity too. In the Won column, you see the Planned Revenue and the number of sales.

Some examples of how you could use the Opportunities Analysis report to analyse your opportunities in various ways.

Bar Chart for Opportunities by Stage per Salesperson

Make a map by salesperson and stage, then click the Bar Chart button. This allows you to easily keep track of the sales cycle for each sales person.

Number of Opportunities by Stage and Expected Closing

To have a view on the number of opportunities by stage and expected closing, click Measures. Untick Planned Revenue, then select Quantity.

Customers with Opportunities

Click the - sign next to Total, click the + sign and select Partner. Untick Planned Revenue, then select Quantity. Odoo will provide you with a list of customer names and the number of opportunities per customer.

Opportunity Pipeline

To get an idea of what your salesperson's pipeline is like (or sales team), including the probable and planned sales volume, group by Salesperson (or Sales Team). Click the - sign next to Total, click the + sign and select Sales person. From Measures, select Probable Revenue, then Planned Revenue. You will now see for each sales person the probable and planned revenue according to your sales cycle steps.

Salespersons by Campaign

To gain insight into your planned revenue per salesperson for campaigns, click the - sign next to Total, click the + sign and select Campaign. Then remove the Stage from the filter field. Click the + sign next to Total,  and select Sales Person.

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Asked: 6/11/14, 4:32 AM
Seen: 799 times
Last updated: 3/16/15, 8:10 AM