Sales Reporting

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Predictive analytics – how much data do you really need?

 
How Much Data Do You Need For Predictive Analytics?

Predictive analytics is one of the technologies with the highest financial impact in B2B sales. Several popular applications of predictive analytics are becoming “must-have” nowadays.

Sales leaders rely on lead scoring, customer attrition modelling, cross-selling analytics and pricing analytics to prioritise their sales activities and increase their customer lifetime value.

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Vertriebsreporting vertriebscontrolling

Sales reporting: Measure the right KPIs and report them on a regular basis

Regular sales reporting is an important tool for sales planning, controlling and monitoring. In this regard, it is essential to reduce the effort of sales reporting to a minimum, while still reporting meaningful Key Performance Indicators (KPI) for the sales team and management.

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How to end the war between sales and controlling

 
Why Controlling and Sales cannot be friends?

Conflict is unavoidable, even necessary in business. “For good ideas and true innovation, you need human interaction, conflict, argument, debate.” – writes Margaret Heffernan, an internationally renowned author, businesswoman, interviewer, and TED speaker.

Conflict will arise in any company, regardless of whether sales controlling and key account management belong or not to the same structure or share the same culture. Conflict is natural – even required. At the same time, predictive analytics is gaining in importance to avoid disputes in and with sales.

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Sales & Operations Planning

The Five SALSA Principles of Effective Sales and Operations Planning

Sales and Operations Planning (S&OP) is probably the most important planning process of any company. It will determine the difference between success and failure in the years to come.

Usually, the S&OP includes a list of open sales deals, an updated sales forecast, production plan, inventory plan, customer lead time (backlog) plan, new product development plan, strategic initiative plan and the resulting financial plan.

 

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Four steps to improve your sales operations with predictive analytics

 
Optimize your sales planning with Predictive Analytics in four steps.

Sales and Operations Planning (S&OP) encompasses two close-related fundamental processes: sales planning and operations planning.

S&OP is perhaps the most crucial planning process of any company. The primary goal of S&OP is to align three critical but opposing goals: sales productivity, customer satisfaction and inventory optimisation.

With the help of predictive analytics, sales leaders can nowadays improve operations thanks to increases in sales productivity.

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