As a Sales Manager, I want to be able to monitor my team´s performance. I want to see who´s selling and who doesn´t perform well. If there´s people in my team who´re not doing well, I want to know why and how to help them to do a better job. And if there´s people who´re doing a great job, I want to identify them as well, that I can enable them to do an even greater job. However, everything starts with transparency about my team´s performance.
How do I get there?
How do I set up reports in C4C that they give me exactly the information I need?
First step: Make sure there´s data in the organizational structure
If we want to analyze the performance of Sales Manager´s team, we have to make sure there is data maintained in the organizational unit. First, we need Employees and secondly, we need a Manager that is assigned to the unit. If there´s no data in the organizational unit, there´ll be no way to break down the existing data onto my sales force.
Second step: Look for data you want to analyze and choose a data source
Let´s say, you want to analyze data that comes from surveys or visits: First thing you´ll have to look for is a data source that gives you all the attributes and key figures that you need to measure the performance of your team.
Now, when you find a data source that fits your requirements, you also need an attribute that helps you to create a link between the data you want to report on and the organizational data in the Organizational Management in Silverlight.
Thus, you´re looking for an attribute such as Employee or Employee Responsible etc.
For instance, if you´re working with the visit management and you want to monitor your team´s performance on visits, you´ll most likely be looking for somebody who visited the customer and put this information into the software by making entries. This is one of the Employees that you can find in the organizational structure.
Third step: Create a report and make necessary settings
After you´ve found a data source that fits your requirements, you should start creating a report that´ll give your Sales Manager all the information he needs to analyze his team´s performance.
Once you´ve finished creating this report, you have to make a setting that is crucial in order to break down the data shown in the report onto the manager of a unit in the organizational structure.
While you´re still looking on the data displayed in the report on a global level, you´ll be restricted only on the data that belongs to your team after making this setting.
Go and select the report you want to make the setting for and click on Edit With and the Report Wizard. Then, click all the way through the wizard until you get to the Characteristic Properties tab where you have to make further settings.
Here you have to select Fixed Value Selection in the drop-down menu. After that, hit the button that is shown above the list and Set Fixed Value Selections.
Select Relative Select and choose My Functional Line and Me, which is one of the settings in the drop-down that works to filter the data correctly.
After doing this, save the settings and leave Silverlight.
What are the effects of these settings?
The next time, a Sales Manager, who is assigned to this report, logs into the software, he´ll find only the data of Employees that are assigned to the organizational unit he is responsible for.
This will not only help him to focus only on the data that is connected directly to his team, but also prevent data integrity issues from popping up in the company.
Other opportunities using this feature effectively could be to build KPIs or Dashboards that show only the data of the Sales Manager´s team. With a little creativity beautiful things can be built to enable your Sales Manager to monitor his team´s performance.