Sales Insights

Qymatix Expert Tip: Remember, when it comes to analysing data, less is more. That is why this first view focuses on the main six sales insights a sales manager in B2B needs.

Once you have uploaded or connected your ERP sales data, you will see the results of six primary data analyses. There are total sales and trend, overall margin and trend, cross-selling and upselling potential, customers at risk of churning, pricing analytics and active customers.

Total Sales and Total Margin represents the sum of all products sold during the last year. You can also see the total per month, a monthly rolling forecast. You can compare it with the past year.

The third car summarises the cross-selling and upselling buying potential of this customer. Qymatix Predictive Sales Software performs this analysis by using an advanced arithmetical ad-hoc clustering function combined with a market-basket analysis. Using the result of this algorithm, you can quickly understand which customers can buy more or have more cross- and up-selling buying potential. As with any of these six cards, if you click on it, you will access a list of the customers ordered by potential. Why is this function useful? Because assuming you have limited sales resources, it is a sensible idea to focus your first actions on those customers with higher buying potential.

Qymatix Expert Tip: Remember, when it comes to analysing data, less is more. That is why this first view focuses on the main six sales insights a sales manager in B2B needs.

Similarly, using an advanced predictive analytics function, Qymatix can point you to the customers with a higher probability of not buying again in the following period. This mathematical function called ‘churn risk’ (or customer attrition risk) is useful for starting to dig deeper into the client’s relationship. We represent churn-risk segments using colours, where red means a higher probability of risk. Why is the function useful? Because if you undertake some specific actions, you can avoid the customer from churning.

Qymatix Pricing Analytics is an advanced tool that analyses the buying behaviour of your customers and is useful to understand where you might not be offering optimal prices. The three bars on the card group the entire historical sales transactions per customer, and order them into ‘bad’, ‘normal’ and ‘good’, according to the prices they have paid, compared to the total average price paid by the rest of the customers.

Why is this function useful? Because you can, in one click, access a list of your accounts based on pricing analytics.

Last but not least, in the first overview, you can also compare the volume in euros of sales plans currently open for your team’s customers versus the estimated potential. Have your sales team found the sales potential it should?

This overview helps you to answer that question. If you click on the card, you will navigate to the analytics tab of your pipeline view. There you will be able to analyse your sales activities in detail.

If you click on each of the cards, a re-ordered list of customers will appear, together with an analysis header and expanded visualisation. This list is ordered based on the data analysis you just clicked.

For example, if you clicked on “potential”, Qymatix will provide you with a list of your customers based on its buying potential.

Sorting your customers by cross and up-selling potential enables you to dig deeper into your customer analysis. You can search for your clients and expand each of them. In the enlarged view, a spider diagram will summarise for you the general status of each customer, based on the data analysis described above. Together with each report, a list of future actions will appear.

The third layer of customer analysis offers you a detailed overview of the status of the individual customer you clicked. Remember, when it comes to sales analytics, the focus is critical. That is why you will find only the most relevant information, together with a trend indicator. As a standard analytics application, here you will discover KPI such as sales growth, margin per customer, the number of sales plans and sales activities compared to the average across all your clients.

After finding out about the customer’s current situation, you can create actions or make notes. An action is a specific task that you or someone in your team needs to do to improve the outcome of this predictive sales analysis. A note is an annotation.

In the detailed view of your customers in our predictive sales software, you will also find price suggestions for all your customers and products. Along with the AI-based suggestions, you will also find the historical range, including a traffic light. The traffic light indicates the level of confidence the algorithm has in the prediction.

Do you have any further questions about Qymatix Predictive Sales Software? We are happy to help!