IBM Cognos Performance Applications

Sales Analysis


Understanding sales performance as part of Customer Analytics.

The pre-built reports and metrics of the Sales Analysis application give you a better understanding of your key sales transactions. You can:
  • Create accurate customer profiles to help sales reps close larger deals, faster.
  • Plan, deliver, and monitor programs and campaigns that help you grow market share.
  • Ensure sales processes and policies (such as shipping and billing) allow efficient delivery to customers.
  • Evaluate your sales organization's performance, and streamline the sales cycle.

Sales Analysis gives you more than 140 key performance indicators and 45 multidimensional reports. These metrics and reports are grouped in five key areas of analysis, answering a variety of business questions:

  • Sales Functional Performance
    • How much has the company sold this period, in revenue and volume?
    • What regions have done well, and where are we losing ground?
    • Are our high revenue regions delivering on margin?

  • Customer Sales
    • How is our customer base changing over time?
    • What customer groups offer the highest revenue? The highest margin?
    • Have revenues from a specific customer group been increasing, indicating an opportunity?

  • Product Sales
    • What product lines or specific products are we selling most?
    • What is the revenue and margin breakdown on our products?
    • In what regions have our dominant products been selling best?

  • Sales Organizational Effectiveness
    • How effective are sales reps at maintaining margins by keeping discounts low?
    • How many sales orders are being logged per rep?
    • Which sales organizations are producing the highest volumes of transactions?

  • Shipping Performance
    • How does the number of late deliveries compare in the high volume shipping points compared to others?
    • How is freight cost changing over time?
    • How many shipments are completed and how many are outstanding in the period?