SAP CRM Rapid-Deployment Solution for Analytics – Manage and Plan Sales Activities with Analytics: Product Demo

Learn how analytics in SAP CRM can help sales professionals manage and plan sales activities with gap analysis and win/loss analysis. Gain visibility into your sales pipeline, and collaborate with marketing to increase leads.

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  • http://www.sap.com/demos/mmov/demos/sap-crm-rapid-deployment-solution-for-analytics-manage-and-plan-sales-activities-with-analytics-part-1-demo-us.mp4
    • The SAP CRM rapid-deployment solution for analytics: Manage and plan sales activities with analytics.
    • In this demo, you'll see how the SAP CRM rapid-deployment solution for analytics helps you manage and plan sales activities by Using gap analysis and win/loss analysis, and Evaluating and understanding pipeline health.
    • Use gap analysis and win/loss analysis
    • Jane Miller is a sales manager at US Internet Group, a company that uses the SAP CRM rapid-deployment solution for analytics.
    • To prepare for her weekly review, Jane needs to analyze her team's quota achievement and come up with an action plan to meet the target.
    • The solution offers tightly integrated dashboards for closed-loop insight to action.
    • It also offers role-based dashboards for sales, service, and marketing.
    • As a sales professional, Jane sees a list of sales analytics dashboards based on her role.
    • She clicks on the "Sales Executive Summary."
    • This dashboard helps her answer questions, such as: -What is the team's gap to plan? -Does the team have enough in the pipeline to meet the plan?
    • -Which large deals can be pulled up from an early stage to a late sales stage? -Is order revenue on track? -What is our win/loss analysis, where are we losing, and why?
    • -And, which high-performing sales reps can be reassigned to the deals that are at risk?
    • Jane notes that her team has only achieved 62% of its quota this quarter.
    • She sees a sharp drop in the number of deals in the "develop value proposition" stage.
    • Jane wants to focus on large deals that have stalled: there are two large deals that she can bring forward to improve her chances of meeting her target.
    • This report shows the top ten deals by sales stage, and Jane can filter them for the "Qualify Opportunity" sales stage.
    • "The Media Store Notebook opportunity" ranks the highest and Jane wants to see more information.
    • The software allows automatic context filtering and seamless navigation between SAP BusinessObjects Dashboards software and the SAP CRM rapid-deployment solution for analytics.
    • Jane wants to learn more about the competition – in particular, Clark Products, the key competitor on this deal.
    • Now Jane can see the recent opportunities in which Clark Products was the competitor, including the win/loss rate, lost revenue, current pipeline, and top-five sales reps.
    • It looks like Karen Johnson is the best sales rep on the team to compete with Clark Products, and the main reason for lost sales is "missing product functionality."
    • Jane decides to reassign the opportunity to Karen and to let her schedule a new demo to showcase the product.
    • Evaluate and understand pipeline health
    • Jane wants to analyze her pipeline to see if she has sufficient opportunities to meet her quota.
    • The "Sales Cycle" dashboard helps her understand how well her team is moving deals through the sales cycle and how effective it is in closing deals.
    • It also helps her see how much revenue was lost, and why the team is losing deals.
    • Jane notices the average sales cycle has decreased from 250 days to 100 days, which means that deals are closing faster, but the closure rate has dropped to 20%.
    • She then checks to see how effective her team has been at closing deals over time.
    • Ideally, revenue should increase while the loss rate should decrease over time.
    • She sees that revenue has gone up, but so has the loss rate − from 20% to 80%.
    • Jane sees that most of the deal loss occurred in the "identify opportunity" sales stage, which means that many leads don't have sufficient quality to generate deals in the pipeline.
    • Jane looks up the reason for deal loss in the "Qualify Opportunity" stage, and sees that the main reason is "misunderstood requirements."
    • This means the team needs to better understand customer requirements and improve the process of qualifying customers.
    • Jane goes to Pipeline Sourcing to see which lead generation programs are working, and if marketing is generating good leads.
    • Here, she can find out: -If leads that were converted into opportunities were sourced from marketing campaigns or from sales -If enough new opportunities are being generated to meet the team's target
    • -What marketing's contribution is to the pipeline, and -Where the opportunities are coming from.
    • Jane sees that most of the order revenue has been generated from opportunities created by sales − not marketing.
    • And, marketing's contribution has been steadily declining by quarter.
    • Next, Jane looks for the biggest contributor to leads that result in opportunities, and that turns out to be trade fairs.
    • So Jane calls the marketing manager to plan a new trade fair to generate more leads.
    • This demo shows how the SAP CRM rapid-deployment solution for analytics helps you to drive sales effectiveness with deep pipeline and sales cycle insight.
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