Sales Analysis

iQ solutions let you see what, when and where your customers buy

Every company needs to know what products they’re selling, how profitable those sales are, and how sales are changing over time.

iQ for Business Sales Revenue Analysis allows senior management, field sales teams and marketing to quickly determine who is buying what, the profitability of those sales, and how they are changing over time.

Sales Dashboard with Map (more screenshots)

iQ data analysis answers the critical questions about your sales process

Who are your customers, where are they, and what are they buying?
Customers are grouped geographically and linked to the products that they’ve purchased. Customers can be evaluated and graded based on revenue, volume, and margin. Users can drill down to the underlying sales order details as needed.

What products are selling, and how does that vary by geography, season, and sales channel?
Individual product SKUs are rolled up into one or more levels (for example product family and product group) to allow sales and marketing to determine trends and view summary metrics at the group as well as the SKU level. At the SKU level, users can display just product name, just product SKU, or both name and SKU.

Which are my best and worst customers and products?
“Top” and “Bottom” views are supplied that can quickly summarize the best and worst performing customers (pr customer groups) and/or products (or product groups) for any of the metrics listed below.

When were these sales made?
In addition to the information described above, users will also be able to decide what time period(s) to review, which will show when specific metrics were achieved (or missed), and how those numbers are changing. The time dimension is available at the top of the Analysis UI, or can be displayed in one of the view quadrants. Generally the most relevant settings will be period (view data for a single period) period over period (to quickly compare performance relative to a prior time) or rolling 12 period analysis, where a period can be a month, quarter, or year (or any other available period). In addition, data from different time periods can be displayed in adjacent columns to compare recent history with comparable periods in the past.

Sales Evaluation Metrics
This will allow users to select a metric of interest out of the available measures to be displayed with the dimensions listed above. Users will be able to change the metric of interest to drive different types of investigation. Users can investigate how the values of the following measures vary with the dimensions described above:

• Revenue
• Volume (units sold)
• Cost of Goods Sold (COGS)
• Margin (based on COGS)
• Margin % (based on COGS)
• Average Selling Price (ASP)

Time dimension handling
The standard solution includes adjustments for fiscal vs. calendar time (if needed), period-over-period, rolling period, and last 12 period analyses. Standard periods are years, half years, quarters, months, and days.

Additional information:

The standard Sales cube summarizes closed sales orders only. In addition, an Open Orders cube can be created to allow sales, marketing, and operations teams to track open order trends and respond appropriately. If possible, other relevant dimensions and metrics will be defined and added to the Solution during the Solution delivery. However, not all systems or implementations support the information listed below. Typically, standard cost and therefore margin should be available, but detailed cost information can be difficult obtain accurately and so may not fit into a phase 1 project. Other potentially useful information

• Product delivery method and cost.
• Company or division associated with the sale.
• Business unit and/or sales channel (direct, distributor, web, etc.)
• Cost center associated with the sale.
• Discount
• Commission

Screen Gallery

A sampling of dashboard displays from iQ Sales Analysis

Sales Dashboard with Map

Multiple Sales Measures

Percentage of Sales Analysis

Revenue vs Forecast

Sales Dashboard

Sales Reporting

Performance vs. Key Performance Indicators (KPIs):
Bullet graphs or conditional cell color changes can be configured to highlight performance that either fails to meet or exceeds corporate targets. These goals can be set and modified easily in the Analysis front end so that the business users can set the appropriate goals and also adjust them as needed as performance improves.