SAP Cloud for Sales - Analytics: Product Demo

See how SAP Cloud for Sales gives you complete visibility into regions and territories, so you can manage your pipeline to prevent surprises and identify areas to improve sales team performance. Learn how you can also quickly customize sales reports to show relevant information specific to your business.

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    • SAP Sales OnDemand:Analytics
    • SAP Sales OnDemand gives you visibility into your business
    • so you can manage your pipeline to prevent surprises
    • and identify areas to improve sales team performance.
    • You can also quickly customize sales reports to give you relevant information
    • specific to your business.
    • I'm Diane Williams, a sales manager.
    • Let me show you how I use SAP Sales OnDemand to check my team's performance
    • and see how we're doing against our revenue and pipeline goals.
    • SAP Sales OnDemand comes with rich content that's well organized under the analysis tab.
    • This is where I go to get real-time information to help me better understand my business.
    • The overview tab provides access to the reports that are most important to me.
    • Here I'm able to see a summary of my team's closed opportunities,
    • the pipeline forecast for the year, our top ten product categories,
    • and our top ten competitors.
    • The first step in reviewing my team's performance is to look at the sales summary,
    • which indicates the total revenue my team has closed.
    • I switch to a tabular format to review the information.
    • The numbers in the sales summary, when compared to the forecast in the pipeline,
    • look a little low for the current month and quarter.
    • This tells me I need to encourage my team to close a few more deals to increase sales.
    • Perhaps some opportunities are stuck in the initial sales stage.
    • To check, I jump to the pipeline tab to see how the funnel looks.
    • It does seem like most of the opportunities are in the initial stages.
    • To identify the top opportunities, I need to look more closely at each deal,
    • so I click on my pipeline funnel to open the advanced analysis mode.
    • I can also evaluate the opportunities by exporting the report to Microsoft Excel.
    • The report immediately shows me that there's good revenue potential
    • with opportunities that are in the decision and quotation sales phase.
    • These opportunities will most likely result in a successful sale, so they should be targeted first.
    • I add relevant information to the report, including account, opportunity,
    • main competitor, and closing quarter details.
    • I then apply a filter to view only those closing in the current quarter.
    • Finally, I sort the list based on revenue to know which ones to target first.
    • I can also save the view for future reference.
    • The report shows that the top two opportunities are with VisionaryPlaces
    • and that our main competitor is Woodbridge System.
    • In parallel, I open the VisionaryPlaces account.
    • This is a key account with consistent revenue,
    • and it has a shorter sales cycle when compared to other accounts.
    • It's clear that we should focus on these opportunities first.
    • When I look into information about our competitor, Woodbridge System,
    • I see that we've done well against them and that our sales representative, Mike Summers,
    • is a champion in winning business over them.
    • Perhaps I need to get Mike to support Phil Hughes,
    • who is the assigned representative for VisionaryPlaces.
    • Before I allocate Mike to support these deals, I need to check his bandwidth.
    • I go to the sales performance tab and see the report for my top ten representatives with revenue in the pipeline.
    • Phil ranks highest and Mike's numbers look like he can accommodate a few more deals.
    • Now I'm ready to push my top opportunities to closure.
    • As you have seen, with the analytics features of the SAP Sales OnDemand solution,
    • you're able to evaluate current sales numbers and identify opportunities to boost sales.
    • You're also able to view pipeline information and access advanced analytics to support your decisions
    • and help you improve your business.
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