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Sales Analytics helps organizations monitor and respond to needs in real time, forecast accurately, remain below budget, optimize resource alignment, and position the sales team to achieve revenue goals. SAP CRM supports a variety of analytical performance measurement tasks, including pipeline performance management, competitive win and loss analysis, sales pipeline analysis, activity analysis, and opportunity analysis.

This blog deals with the BI-based analytics, for comprehensive sales analytics requirements.

The Sales Professional role is delivered with numerous standard NetWeaver BW reports plus industry-specific versions.

The reports page is the central point for the user to access any kind of analytical information or reports. It consists of several content blocks that group all available reports or other report-related information or functions under content block.
Reports page

Such a content block contains, for example, the analysis or report name visualized as a hyperlink. Icons in front of the report name can be used as indicators for the report type. Clicking the hyperlink opens the selected report or analysis using the entire work area.

 

Sales Planning content block

The Sales Planning and Forecasting content block contains the following templates using appropriate queries: 

Template Description
Template Technical Name
Query Description
Query Technical Name
Plan/Actual Comparison
0TPLB_CSAL_C02_Q0001_2
Plan/Actual Comparison
0CSAL_C02_Q0001
Plan/Actual Analysis – Comparison by Sales Org. with Variance
0TPLB_CSAL_C02_Q0003_1_1
Planned/Actual Comparison with Hierarchies
0CSAL_C02_Q0003
Incoming Sales Volume
0TPLB_CSAL_C03_Q0003_1 
Incoming Sales Orders (Last 12 Months)
0CSAL_C03_Q0003
Opportunity Funnel Analysis
0TPLB_CSALMC02_Q005_1
Opportunity Funnel Analysis
0CSALMC02_Q005
Product Trends (Top 10 Products)
0TPLB_CSAL_C03_Q008_1
My Top 10 Products
0CSAL_C03_Q008
Plan/Actual Monitor
0TPLB_CSAL_C02_Q0012_2
Planned/Actual Comparison: Opportunity/Sales Plan
0CSAL_C02_Q0012

 

Activity content block

For Activities you can find: 

Template Description
Template Technical Name
Query Description
Query Technical Name
Activities Success/Failure Analysis
0TPLB_0CSAL_C01_Q0015_1
Activities: Success/Failure Analysis
0CSAL_C01_Q0015
Activities by Category
0TPLB_0SAL_DS01_Q0005_1
Activities per Category
0SAL_DS01_Q0005
Accounts with Open Activities
0TPLB_0CSAL_C01_Q0021_1
Accounts with Open Activities
0CSAL_C01_Q0021

 

Customers

And for Customers accordingly:

Template Description
Template Technical Name
Query Description
Query Technical Name
Intensity of Customer Care
0TPLB_0CSAL_C01_Q0019_1
Intensity of Customer Care
0CSAL_C01_Q0019

 

Special Opportunity Analysis deals with:

Template Description
Template Technical Name
Query Description
Query Technical Name
Opportunity Pipeline Analysis
0TPLB_0CRM_C04_Q0020_2
Opportunity Pipeline Analysis
0CRM_C04_Q0020
Opportunity Pipeline Analysis (2)
0TPLB_0CRM_C04_Q0020_1
Opportunity Pipeline Analysis
0CRM_C04_Q0020
Opportunity Win/Loss Analysis
0TPLB_0CRM_C04_Q010_1
Win/Loss Analysis for Opportunities
0CRM_C04_Q010
Opportunity Win/Loss Analysis (2)
0TPLB_0CRM_C04_Q010_2
Win/Loss Analysis for Opportunities
0CRM_C04_Q010

 

Sales Performance content block

The Sales Performance content block provides links to:

Template Description
Template Technical Name
Query Description
Query Technical Name
Activities, Opportunities and Sales Orders
0TPLB_0CSALMC01_Q001_1
No. and Sls Volumes (Act.,Opp.,Sls Order)
0CSALMC01_Q001
Incoming Orders
0TPLB_0CSAL_C03_Q003_1
Incoming Sales Orders (Last 12 Months)
0CSAL_C03_Q0003
My Top 5 Contracts
0TPLB_0CSAL_C04_Q0011_1
Top 5 Sales Contracts
0CSAL_C04_Q0011
My Top 5 Quotations
0TPLB_0CRM_QUTO_Q0001_1
Top 5 Quotations
0CRM_QUTO_Q0001
Open Sales Contracts per Region
0TPL_0CRM_CSAL_C04_Q0008_V0001
Open Sales Contracts per Region
0CSAL_C04_Q0008
Quotation Tracking
0TPLB_0CSAL_C05_Q0002_2
Quotation Tracking
0CSAL_C05_Q0002
Sales Pipeline Analysis
0TPLB_0CSALMC02_Q010_1
Sales Pipeline Analysis
0CSALMC02_Q010
Yesterday’s Incoming Orders
0TPLB_0CSALMC03_Q0004_1
Yesterday’s Incoming Orders
0CSALMC03_Q0004

 

Market content block

To analyze the most important competitors go to the Market content block:

Template Description
Template Technical Name
Query Description
Query Technical Name
Competitors in Current Opportunities
0TPLB_0CRM_C04_Q018_1
Competitors in Current Opportunities
0CRM_C04_Q018
My Strongest Competitors
0TPLB_0CRM_C04_Q017_1
My Strongest Competitors
0CRM_C04_Q017
Top 10 Competitor Products
0TPLB_0CRM_PRCU_Q0001_1
Top 10 Competitor Products
0CRM_PRCU_Q0001

 

Products 

The Products content block contains the necessary business content for performing product-based analyses.

Template Description
Template Technical Name
Query Description
Query Technical Name
My Top 10 Products
0TPLB_0CSAL_C03_Q008_V001_M_1
My Top 10 Products
0CSAL_C03_Q008
Incoming Orders per Product
0TPLB_0CSAL_C03_Q009_1
Incoming Orders per Product
0CSAL_C03_Q009
Expected Sales Volume per Product
0TPLB_0CRM_C04_Q015_1
Expected Sales Volume per Product
0CRM_C04_Q015
Products in Sales Contracts
0TPLB_0CSAL_C04_Q009_1
Products in Sales Contracts
0CSAL_C04_Q009

 

Leads 

You can measure the success and efficiency of leads in the Leads content block:

Template Description
Template Technical Name
Query Description
Query Technical Name
Channel Analysis
0TPLB_MKTG_C01_Q0001_V01
Channel Analysis
0MKTG_C01_Q0001
Lead Origin
 0TPLI_0MKTG_C01_Q8002
Lead Origin Analysis
 0MKTG_C01_Q8002
Lead Status
0TPLI_0MKTG_C01_Q8001_V01
Lead Status Analysis
 0MKTG_C01_Q8001
Lead Duration
0TPLI_0MKTG_C01_Q7001_02
Leads Won and Lost
 0MKTG_C01_Q7001
Leads Won and Lost
0TPLI_0MKTG_C01_Q7001_01
 Leads Won and Lost
 0MKTG_C01_Q7001

 

 

You can also watch the video that gives you another brief overview.

There is a lot more CRM content in BI, as described on http://help.sap.com  under SAP NetWeaver – BI Content – Customer Relationship Management – CRM Analytics – Sales Analyses.

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9 Comments

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  1. Hi,

    do you have plans on a blog about getting interactive reporting up and running? It’s nice to have some templates arranged, but implementing interactive reporting is still a challenge in my opinion …

    Regards, Michael

    (0) 
    1. Silvia Backes Post author
      Hi Michael,
      where do you see the most open issues
      – BI set up
      – Customizing in CRM
      – Content enablement
      – other areas, like CRM Interactive Reporting
      ?
      Best regards,
      Silvia
      (0) 
      1. Hi Silvia,

        we followed the configuration guide published on the SAP Best Practice page (CRM Interactive Reporting(C41) Building Block Configuration Guide.)
        “BI set up” (so many connection settings – we got really confused in the end) and “Content enablement” (lot of errors at activating the delivered Reports and InfoTypes)gave us quite a hard time.

        Thanks for your quick response and kind regards,
        Michael

        (0) 
        1. Silvia Backes Post author
          Hi Michael, thanks for the description. I’ll forward accordingly.
          For more clarification about the analytical tools and terminology in SAP CRM, you can read my new blog “Sales Analytics in SAP CRM : The right tool for the right user experience”.
          Kind regards,
          Silvia
          (0) 
          1. Ramasamy ThangaMuthu Telungupalayam
            PLEASE NOTE: Re-posting in right thread intead of Topic

            Hi Micheal,

            I have come to know we have to use SAP Note 1146395 for configuring BI Content Reports from Business Role ANALYTICSPRO – Analytics Professional.

            The title of this SAP Note 1146395 is misleading as it says “Configuring CRM Interactive Reporting”, which actually should be “BI Content Reports from Business Role ANALYTICSPRO – Analytics Professional”.

            The Building Bloc Config Guide C41_BB_ConfigGuide_EN_DE) you have mentioned is for Interactive reports which is to be used if the customer does not have a BI system as mentioned in the first line of this document.

            The configuration of “BI Content Reports from Business Role ANALYTICSPRO – Analytics Professional ” is available in Solution Manager Documentation which can be accessed by following steps in the above SAP Note.

            I would like to ask Silvia if my above understanding is correct.

            best regards
            Muthu Ramasamy

            (0) 
            1. Silvia Backes Post author
              Please consider that the terminology in the SAP Note 1146395 is correct! It describes the configuration for Interactive CRM Reporting – formerly OLTP Reporting, CRM Interactive Reporting. Interactive CRM Reporting is the term we use from SAP EHP1 for SAP CRM 7.0. And this is something else that I describe in this blog about pre-defined BI content. So I have renamed this blog to “Pre-defined BI content for SAP CRM Sales Analytics”.
              Best regards,
              Silvia
              (0) 
              1. Ramasamy ThangaMuthu Telungupalayam
                Dear Silvia,

                Thank you and I appreciate your reply.

                On the same topic, I find difficulty in getting the BI Interactive reports in full in the WEB UI (We don’t use CRM Interactive reports). Any help is highly appreciated.

                I could see the report data but few issues as below is causing delays. FYI,I couldn’t find a starting point to rectify/tweak them.

                1) The BI Interactive reports ‘frame’ is small and has scroll bar (I think I have to adjust some BSP app for this ?)

                2) The standard buttons/links in the reports do not work, no response as the links are not active
                (I have activated the master template and other related templates and tried to change some properties to enable them…but no luck yet)

                3) We have many Web Templates for the set of reports we have identified and which can be used for the client(95 out of 337 BI reports in BI content for CRM WEB UI). It looks daunting if I have to tweak them all(which infact I could not do it in first place)…and I think I am missing some config steps (I used the solution manager doucments)or need to know some starting point( document ?) or need some direction.

                Please help.

                best regards,
                Muthu Ramasamy

                PS: The CRM Web UI BI content looks very impressive and promising and in right context for each role, and I need to make them work…!!

                (0) 
                1. Ramasamy ThangaMuthu Telungupalayam
                  Dear Silvia,

                  FYI, I managed to get the links and buttons working after my colleague switched on the services on BI side(so no need for tweaking of web templates..!!)

                  Looks most of my above issues are solved.

                  best regards
                  Muthu

                  (0) 
                  1. Sri sri

                    Hi Muthu,

                    How did you increase the The BI Interactive reports ‘frame’ Size. Can you please share the information with me. I am not seeing all the CRM Business Content Reports in WebUI, reports page. What i need to do to show all the available reports

                    (0) 

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