Sales Analysis

The Sales Analysis model is a sales-oriented model designed to give insights into a company’s revenue stream. Several KPIs are available such as sales volumes, sales margin and profitability, credits, number of orders, and order lines.   The model provides analysis from different perspectives to give the user a deeper understanding of factors driving the business.

The information in the Sales Analysis model can be analyzed from different perspectives.

Customer perspective:

• Sales and sales growth per customer and per customer group
• Comparison of performance among customer groups
• Discounts, costs, and credits explaining the profitability
• Shipped volumes expressed as gross or net weight, units, and other information

Product perspective:

• Products with exceptional performance and growth
• Products selling below expected levels for profitability
• Best-selling products and product performance from a profitability point of view
• Products that have decreased most in sales and products that should be phased out
• Products with exceptional levels of discounts and credits that erode the margins

Sales organization perspective:

• Top sales performers
• Top sales organization for controlling discount
• Sales people who improved the most, as compared to last year
• Sales people who markedly reduced the profitability by manually reducing prices or generating credit notes

Analyses can be performed on a number of dimensions such as on the customer, product, sales organization, and supply chain (warehouse) dimensions. The facts in this model can be analyzed by these dates: invoice date, entry date, order date, and delivery date.