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Business Intelligence and Key Performance Indicators for Sales

The enterprise sales team requires up-to-date information to ensure appropriate focus on targets and goals and to understand where the sales region, sales team or individual stands against those targets and goals. While it is important to establish a sales forecast, the forecast itself does nothing to help the organisation achieve the sales goals and generate revenue. Sales team accountability and performance is critical to the organisation. Every team member must have an objective understanding of results, and sales managers must monitor, analyse and adapt targets and processes to achieve the best results for the enterprise.

Business Intelligence can help the sales director, sales manager and sales representative to analyse results by product, SKU, customer, customer demographic, region, team and sales individual. Using an intuitive, single view of data, the team can build a picture of sales, with data integrated from other enterprise systems including purchasing, production, sales contact systems, spreadsheets and other data sources. This information will help the team and the organisation to monitor and adjust targets and to better forecast and predict results. Sales managers can establish individual sales targets and monitor generated sales with drill down and drill through capability and comparison with previous historical periods in the same year or the same period for previous years. Users can find the source of a sales shortfall and correct the issue before it becomes a critical factor in weekly, monthly, quarterly or annual sales.

BI can provide insight into the sales metrics like customer buying behavior, booking patterns and competitor activity. BI also enables sales and production staff to better align targets to ensure that inventories are at the appropriate level and that product and raw material is available to meet the sales demand, and to align sales efforts to a new marketing campaign or make other strategic, tactical or operational adjustments to goals and plan numbers.

Business Intelligence Solutions

Business Intelligence for Sales

  • Align marketing campaigns and pricing policies and plans with sales goals and objectives
  • Identify valuable customers and create customer profiles based on buying patterns, e.g., how much they buy and how frequently they buy, the revenue they generate, and the cost of service
  • Monitor and allot sales resources more effectively with complete insight into performance by volume, sales and region effectiveness; directing resources to areas where they will have the best output
  • Analyse trends in revenue with regard to region and/or product and monitor each region and product to determine where sales are shifting or declining
  • Integrate performance management features to enhance sales performance, identify the best clients and achieve revenue goals
  • Provide information to the sales force regarding key sales transactions and share the information with flexible user-friendly reports, dashboards, automated alerts, and analyses to illustrate top customers by revenue, sales by region and sales plan versus actual
  • Generate accurate customer profiles to provide the sales force with a clearer picture of their client target
  • Plan, implement and monitor campaigns to increase market share
  • Fine tune marketing policies for shipping and billing, to allow efficient delivery to customers
  • Monitor the sales organisation and streamline the sales cycle, quickly adapting to shifting market conditions

ElegantJ BI Integrated Business Intelligence and Enterprise Reporting capabilities ensure comprehensive Corporate Performance Management, and provide operational business intelligence with simple, practical, affordable features and functionality. Our BI modules are relevant to all industries and functions and can be used by the average business user without the assistance of analysts, statistical experts or technical programmers. No matter the size of your organisation or the industry or product or service, ElegantJ BI solutions can satisfy your needs with flexible licensing and implementation options that include on premises implementation and hosted, Software as a Service (SaaS) implementation.

ElegantJ BI solutions provide a single source, integrated view of enterprise data from numerous sources and enable every user to build views, dashboards and key performance indicators (KPIs) to satisfy the needs of their role, department and function, so every user is engaged in the pursuit of strategic, operational and tactical goals and can provide appropriate support for continued success in acquiring new clients and in retaining existing clients and selling new products and services.

If you need a rich, intuitive Business Intelligence solution, coupled with robust CPM features, we encourage you to contact us today to discuss your unique requirements and get started with the ElegantJ BI solution suite. Email us at sales@ElegantJBI.com