CRM & sales reports

The CRM & sales reports look at customers and sales: what pipeline you have, which activities are running, which customer brings which contribution margin. In the current edition, Sales opportunity analysis, Sales opportunities and Customer analysis are visible as separate Controlling tiles; the Activity analysis/Activities analyse across modules. Only the CRM analysis is not visible here as a separate tile and sits, depending on edition, directly in the CRM.

Note: Present as separate Controlling tiles are Sales opportunity analysis and Sales opportunities (“Finance” group) as well as Customer analysis (the block directly below “Finance”); Activity analysis and Activities sit in the “Times and activities” group. Only the CRM analysis is not visible in the Controlling module as a separate tile and appears in the current sandbox edition probably in the CRM module. The exact location will be added via live check – the function itself is documented below.

Sales opportunity analysis

With the Sales opportunity analysis you see your opportunities split by stage and break the pipeline down. You recognise which opportunities are in which stage, what the current value per stage looks like and in which stage most of the potential customers currently sit.

In the table are the columns No., Probability, Sales stage, Count (sub: Absolute), Current value (sub: Absolute), Sales opportunity status with the sub-columns Open, Junk data, No initial contact, Dormant, On hold, Ordered, Rejected as well as a Target value column. The sales stages appear as funnel bars – typical values: Enquiry, Requirements meeting, Presentation.

On the left sits the Summary sidebar with quick filters All, New today, Last week, Critical (each with a count). Via the main filters you choose, for example, a period or target value; via the assignments you filter by customers or key account managers.

Sales opportunities

The Sales opportunities detail report gives an overview of all individual sales opportunities. You analyse each opportunity, see the current value and the stage it is in – including the opportunities of your key account managers. Via the filters you select specifically: the period sets when the opportunity was created or when you expect the revenue. Via the assignments you filter by customers or key account managers.

CRM analysis

The CRM analysis gives an overview of customer activities and sales performance and helps to assess future orders. The basis is all CRM activities, summarised by type and shown over time.

With the Split field you break things down by assignee or customer – alternatively for just a particular activity type or CRM status. In the report settings you show additional data: count, revenue, forecast. For quotes, the probability feeds into the calculation.

Customer analysis

The Customer analysis shows how your customers fare financially – based on the projects, their revenue and expenses. From this teamspace calculates the contribution margin and the average revenue per hour. This way you find out which customers bring the most revenue and which deliver the best contribution margin.

In the Show field you decide how the data appears:

• Cumulative – shows only the main customers.
• Departments – shows all customers with departments.

In addition you choose whether the project success is calculated based on bookings, documents and/or costs. Clicking the magnifier icon next to a customer opens the detailed individual bookings.

Basis as with the Project/Employee analysis: the employees’ internal cost rate (HR portal, per period).

Activity analysis and Activities

The Activity analysis is a pivot view over all customer activities across the modules – across element types such as Sales opportunity, Documents, Ticket elements, Calendar entry. Via drill-down you land in Activities, the detail list of all individual activities. This way you first analyse cumulatively what happened when, and then fetch the individual activities behind it.

Common questions & needs

Related topics

• Working with reports: filter and export Controlling How-to
• Financial reports Controlling How-to
• Topic: CRM CRM
• Sales controlling software