Sales Dashboard

A sales dashboard provides you with the visibility and control from the time a quotation is made until goods and services are delivered to the customer. Data for All the information for this module comes from the Sales Module within the ERP.

We provide you with KPIs and measures sufficient to be successful at selling profitably. This includes:

Sales Analysis

As a starting point (in addition to the right KPIs and measures) you need proper comparisons in place to start a meaningful sales analysis. Our dashboards ensure that you can compare:

• Actual Sales to Budget
• Actual Sales to Last Month
• Actual Sales to the same period last year
• Month to Date
• Year to Date
• Actual to Forecast
• Trend information
• Past Months
• Past Years
• Rep vs Rep
• Other comparisons
• Product A vs Product B
• Region A vs Region B
• Customer A vs Customer B

Service Delivery

In order to know or not if your customers are being services adequately, we ensure that you have a few service delivery KPIs on the dashboard. In manufacturing and logistics On Time and in Full (%OTIF) is often a useful measure to use as it tracks the actual delivery against the customer’s expectation at an operational level. In order for this to be meaningful, your underlying processes must track:

• Requested Date
• Confirmed Date
• Date delivered – ideally with some sort of Proof of Delivery
• Your process and systems should be dynamic enough to handle changes to the expected date of delivery made by the customer (with reasons) as well as internal changes

Quality

Sales and delivery is very important, but most customers expect you deliver inside a quality tolerance whether they explicitly tell you about it or not.

A crude way of measuring quality on the dashboard is to track the credit notes:

• # of Credit Notes – will tell you how many times a quality issue is raised by the customer
• Value of Credit Notes – will inform you about the magnitude of the problem
• % Credit Notes to Sales is a neat way to ensure that the KPI is improving overtime after taking into account seasonality or changes in sales volume.

Lead Time

In some industries you can make the sale if you can deliver at quality but in an acceptable time frame.

Many customers are not world class at planning with you and you’ll probably find that they want goods and services yesterday.

A good sales dashboard will track “order lead time” sufficient to outperform your competitors in terms of important customers, products and markets

Revenue Growth

Sales growth generally is the most effective way to boost net profit. We all know that mining your existing customers is far more lucrative than finding new ones but at some stage it will be necessary to find new clients once your current customer growth has reached saturation point.

Using the comparisons discussed above, we help you track growth using the following metrics:

• Sales Growth per Region.
• Sales Growth per Product / Service
• Sales Growth per Market
• Sales growth per Rep

Lost Customers and inactive Products/Services

Lost customers usually have the most negative impact on growth, if nothing else because of the cost, lost time and effort needed to regain or replace a customer.

It’s useful to be able to identify items that are being neglected by the sales team or are coming to the end of their life cycle

Our sales dashboard picks up customer inactivity. This is most easily identified when supported with a robust sales forecasting process.

The key measures for this are:

• Sales vs Forecasted Sales
• Sales vs Prior Period Sales
• Estimated Value of Inactive Items (Last 6 Months)
• # of Inactive Items (Last 6 Months)