Sales Module

Overview

Business decisions that impact the growth of any organization come from analyzing the organization’s Customer Order data. Orders booked in a period gives visibility into the Sales Team’s performance in a time period.

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Estimates

Most Manufacturing Organizations have a formal or informal quoting process to their customers. If the Estimates module in the ERP system is used, the Quote follows standard pricing mechanisms and discounts. Best practices dictate that Estimates be generated by a system and have approvals and controls for ad-hoc pricing and have defined validity period or expiration dates.   Using IntelliDash, the Sales Organization can track metrics related to Quotes/Estimates such as:

  • How many Estimates are being sent out to customers on a monthly basis.
  • How many Estimates were sent out to Prospects
  • What are the conversion rates for Estimates in a specific industry
  • What is the average conversion time of Estimates.
  • How many Estimates did a salesperson write that contained a specific product code or SKU
  • Which Customers should the salesperson follow through this week?
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Order Bookings

Analyzing Order Bookings gives insights into the demand for the products, and the effectiveness of the sales strategy. The impact of a specific promotion or a campaign can be evaluated by analyzing Order Bookings. IntelliDash helps analyze Order Bookings across several dimensions:

  • How are bookings trending across months
  • How do bookings as of today compare to the same day in a different year? 
  • How are the bookings impacted by a sales promotion for a specific product or industry? 
  • How does a salesperson’s bookings measure against his targets?
  • Bookings can also reflect Returns into the calculation. Returns in the same period can be used to reduce the bookings. 
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Order Shipments

Order shipments (Sales) reflect the execution aspect of the business. Order Shipped Dollars reflect the gross revenue generated by the factories. The Shipped Dollars (Quantity Shipped  * Price) can be reduced by any volume discounts, order header level discounts and commissions. This effectively makes it Net Sales. Sales can also be analyzed from Invoices or billings which is yet another dimension.

  • Monthly trend of Sales would be a trailing indicator of bookings. How quickly do the bookings translate into sales. Sales trails bookings by manufacturing lead time. This lead time increases during periods of high demand due to capacity constraints.
  • Comparison of sales over several months
  • How do sales as of today compare to the same period in a different year?
  • How are sales metrics across plants, product codes, items, customers, markets and territories.
  • How well is a salesperson selling a product in a specific market? Did he/she meet the target set for a time period?
  • What is the trend of Bookings and Shipments in the last 12 months? What are the product lines and items that have declined the most? Which customers declined?
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What does IntelliDash’s Sales Module offer?

IntelliDash’s Sales Module gives you answers to all the above questions and much more without having to worry about data integrity, accessibility and the huge costs typically involved in building the necessary IT infrastructure for data analytics. The Sales Module comes with a plethora of pre-built dashboards. A summary of the Sales dashboards on IntelliDash is provided below:

Pre-built Sales Dashboards

  • Estimates
  • Bookings
  • Sales (Shipments)
  • Sales On-Time Delivery
  • Sales/Bookings Year To Date
  • Sales Margins
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