Sales Insights – Qymatix Sales Analytics Software
One of the most important tasks of a sales leader is to provide their sales team with specific pieces of valuable information; what we call “sales insights”.
Qymatix Expert Tip: Studies have found that sales leaders who focus on activities with better chances of influencing sales results could improve the financial performance of a company by more than 15%.
Sales insights are the result of advanced sales analytics that can help your team to sell more, find hidden opportunities or avoid customer churn.
With this view, Qymatix will help you answer some of the following business questions:
What are the current sales and margins trends?
Where do we have quick-wins and opportunities?
Which customers have unfulfilled cross- and up-selling potential?
Which recurrent buyers are at risk of not buying again?
Where do we have inconsistencies in our pricing strategy?
Are we optimally allocating our resources?
Which sales plans have better chances of succeeding?
How does Qymatix get those sales insights? Once Qymatix has access to your Enterprise Resource Planning System (ERP), or a list of your past sales transactions, a set of advanced data mining algorithms will dig into your data for you and come up with results you can understand and communicate.
To answer these sales analytics questions, a sales leader should work in three layers: the main problem, a list of customers and a deep insight into each customer. We structured the ideas based on your sales data in precisely that way: the main analytics view, a customer list layer and a customer detailed view.
Insight Main View
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: focus your sales actions in those customers with higher buying potential.
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.
Insights List View
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.
Insights Customer Details
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.
Once you have you have studied the particular current situation of an account, you can create an action or a sales plan. A sales action is a specific task you or someone in your team needs to undertake to improve or tackle the results of these advanced sales analytics. Remember that analysis without actions will not bring you positive results.
This online manual reflects the functionality of Qymatix Predictive Sales SaaS version 0.5.0. Variations may occur with more advanced versions of the tool.
Do you have any further questions about Qymatix Predictive Sales Software? We are happy to help!