Problem Statement

Understanding sales performance has always been focused on the ability to uncover areas where sales have increased or dropped significantly, which teams are hitting their goals, which manager has a large group of members with good/poor performance, who requires additional coaching, where new opportunities are (significant growth), etc.

Typically understanding these aspects are apart of a daily standup, weekly huddle or fortnightly and month end reporting.

An example of sales performance data structure

right click and 'open image in new tab' to expand the view.

Please refer to this article for more information about preparing data.

Segments

A segment is a qualitative value, like names or categories. Here are some of the typical segments we find in sales performance data:

  • Customer attributes: Customer name, Customer size, etc.

  • Product attributes: Product category, Product sub-category, Product type, Product name, etc.

  • Team attributes: Team Name, Region, Channels, Sales Office Location, Account Manager, etc.

Measures

A measure is a quantitative, numeric value. Here are some of the typical measures we find in sales performance data:

  • Sales Metrics: Revenue, Profit, Margins,

  • Team Metrics: Targets*, Variance to Target*

  • Other Metrics: Number of Customers (Client base), New Acquisitions, etc.

*To compare sales numbers to targets and calculate variance to target, you would need to upload a separate goals dataset. Click here to read more on goals feature.

What sort of insights can Auto Insights help me uncover?

Understand sales patterns

  • Product Category that is driving the increase this month

  • Understand revenue movement across the Channels

  • Monthly/Quarterly/Yearly revenue compared to the previous comparable period

  • Best performing products type in the Financial Year

  • Decline in Top Customers' revenue this Quarter

Optimise team performance

  • Revenue variance to target by teams/regions/sales offices

  • Worst performing sales offices for Q1 FY21

  • Which team/account manager missed targets for 2 months consecutively

Uncover new opportunities

  • Growth by channel last quarter

  • Best performing product category month on month

  • Revenue by channels, products, regions

Related material

How to prepare data

How to upload data
Quick guide to Auto Insights

Best-in-class mission

If you have any questions, please contact us at support@hyperanna.com.

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