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.
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.
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 |
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 |
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 |
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 |
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 |
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 |
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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