Analytics and Reports

Analyses and Reports – Two Levels of Insights

Purpose

Reports: “Helicopter view” – Quick overview and comparisons (the entire landscape)
Analyses: “Microscope” – Deeper understanding and root-cause analysis (zoom in)

Key Question

Reports = What is happening?
Example: “Sales are declining.”

Analyses = Why is it happening?
Example: “The decline is mainly driven by Customer X and Product Y.”

Content

Reports: Index figures, KPIs, comparisons between sales representatives and chains
Analyses: Detailed views by customer, product, or time period – the analyses are dynamic, enabling exploration and drill-down

Usage

Reports: Follow-up, ranking, identifying trends
Analyses: Explain changes, identify underlying causes

Together, these create a complete picture: from patterns to action

Target Group

They are used by both sales management and sales representatives – however, analyses are more likely to be used by sales management to identify performance, track development over time, and analyze underlying causes.

The Following Dynamic Analyses Are Available:

• Distribution Analysis – Provides an overview of how much of your assortment is available on the shelf.

• Visited Customers – Shows the number of completed visits out of the total visit quota
  (Number of customers × specified visit frequency).

• Volume Analysis – Shows order volume for the current sales cycle compared to the previous sales cycle.

• District Analysis – Can be filtered by visits or orders and compared to the previous sales cycle.

• Market Question Analysis – Shows the proportion of market questions that have been answered.

• Inventory Analysis – Shows the proportion of inventory orders that have been answered.

• White Spot Analysis – Identifies parts of your assortment that lack distribution points.

In addition to the dynamic analyses, the following ready-made reports are also available:

Visited Reports
• Number of visits per district
• Number of visits per profile

Sales Statistics

Market Questions
• Market questions per district

Sales Target Report
• Budget/Outcome campaign salesperson
• Budget/Outcome campaign main salesperson
• Outcome campaign salesperson

Campaign Report – (For outcome to be displayed, the salesperson must have placed an order via the campaign)
• Budget/Outcome campaign salesperson
• Budget/Outcome campaign main salesperson
• Outcome campaign salesperson

Distribution Report
• Not listed
• Not inventoried
• Chain
• Chain/District
• District/Product
• Chain/Product

Inventory Report
• District
• District/Product
• District/Chain

Activities
• Per district
• Charts