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One of the rather complicated challenges for sales managers is to track sales performance by combining the perspectives of

  • what should be achieved (i.e. sales target planing),
  • what is likely to be achieved (i.e. opportunity pipeline) and
  • what has been achieved (i.e. sales orders and invoices).

With the embedded analytics of SAP Business ByDesign this is easily possible. In the demo below you see how you can bring all the perspectives above into a single KPI using your tablet:

If you do not have access to a 1811 SAP Business ByDesign reference system in which you find the “Projected Sales” KPI as sample content you can find below what needs to be done to set this up.


Setup of the source reports for the “Projected Sales” KPI

The KPI is based on three reports which you can find in the “Managing my area” work center for sales and marketing managers. Of course you can use also any other report as the basis. In order to adapt the report views and selections for your needs and to make your changes available for all users you need to do the changes in the “Business Analytics” work center (and not from the normal user work centers).

  1. Sales Targets for Incoming Orders (Manager): This is the basis report which has the projected net sales key figure which combines sales orders and weighted opportunities. I have used a drill down by Sales Unit for “My Teams” and “Current Year” for the date. Please be aware that this report will only provide results if you also have setup sales targets using sales planning in the managing my area work center.

2. Opportunity Funnel: The second report which gives details on the opportunities, sales quotes and sales orders by sales unit and account. Drill down is the same as above by Sales Unit for “My Teams” and “Current Year” for the date.

3. Sales Order Volume: The third report which allows to compare the orders with the invoices. Drill down is the same as above by Sales Unit for “My Teams” and “Current Year” for the date.

In the Business Analytics work center you can also create and change KPI’s. In the following can you see the settings for the Leads KPI’s.


1.) General KPI settings: Here you reuse the views and selections (e.g. current year) from the source reports


2.) KPI Values and Thresholds: Again you can reuse the views and selections (e.g. last year) from the reports above


3.) KPI Additional Contexts: These are the additional reports we have setup above. Please ensure that you use the right selections and views.

 

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6 Comments

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  1. Lee Bown

    Hi Jan,

    Great blog.

    How about Days Beyond Terms / Overdue Days KPI for Financials?  I would like to track how many days on average Customers are taking beyond Agreed Payment Terms.  For example, if terms are 30 days and payment is received in 45 days then days beyond terms are 15 days.  I can then display this KPI to Sales personnel to monitor and take action with Customers where required.

    Regards,

    Lee

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    1. Jan Matthes
      Post author

      Hi Lee,

      thanks for the kudos and the inspiration regarding “days beyond terms”. Our “aging list for receivables” report (see screenshots below) is probably closest to what you propose though it is not exactly what you have in mind.

      Stefan Kraus / Thomas Meder : Could you maybe take this as input for your future blogs?

       

      Cheers

      Jan

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        1. Lee Bown

          Hi Jan,

          Thanks for the reply, yes we use the Aging List already and have created an Overdue Receivables KPI already.  Days Beyond Terms is a little different, as you suggest.

          Thomas,

          would be good to hear your thoughts on this is due course, i cannot find a Key Figure for Days Beyond Terms / Overdue Days for cleared items so presume it would need to be created.  There is a Overdue Days figure in the Dunning – Documents Data Source but as soon as an item is cleared this resets to 0.

          Thanks both.

          Regards,

          Lee

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          1. Thomas Meder

            Hello Lee,

            I haven’t been able to cook the whole recipe (which can be found here), but here are the ByD ingredients:

            • Adapt data source FINGLAU08 / ARP Ledger Account Line Items: go to Business Analytics, design data sources. Select ARP Ledger Account Line Items and click on adapt. This gives you the possibility to add the net due date and clearing date (might be not the real payment date, but should, assuming a lean clearing process, be an acceptable expedient) as a key figure.
            • Now, copy report Account Receivable – Line Items as a source. Create the key figures (calculated ones) you need, e.g. Days in Arrears.
            • Question is what’s the perspective regarding time – all invoices created this year? all invoices paid this month?

            So, this is how I would proceed here. There might be further obstacles. But key is to add the dates as a key figure to the data source.

            Best regards,

            Thomas

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