VP Sales Workspace
The VP Sales Workspace provides high-level, actionable insights into revenue growth, profitability, pipeline health, and fulfillment efficiency.
This workspace is built using existing data models and measures from M3 Analytics and Birst, leveraging the current GA platform and standard analytics content.
This list shows the key focus areas of this workspace:
- Generate sustainable and profitable growth in strategic product categories, target segments, and key customer groups.
- Track sales performance against targets and budgets.
- Understand margin erosion causes to protect profitability.
- Monitor pipeline health and delivery performance to ensure fulfillment efficiency.
This table shows the available widgets and reports in this workspace:
| Widget | Report | Description |
|---|---|---|
| Revenue & Margin | YTD Invoice Revenue | The Invoiced net Amount year- to date for current month. |
| Gross Margin % | The gross profit margin percentage on company level. | |
| YTD Gross Profit | The total gross profit year-to-date. | |
| Sales Budget | The KPI Sales Budget Revenue - Company for current month. | |
| Pipeline & Health | Discount % of Revenue | The total discount impact on revenue. |
| OTIF % | The percentage of orders delivered on the agreed-upon date and in the correct quantity. | |
| Open Pipeline Value | The value of all the open opportunities. | |
| DSO | The average number of days it takes for a company to collect the outstanding cash for a sale, using recorded amount. | |
| Order Fulfillment | Order Qty | The volume of sales orders received. |
| Delivered Qty | The quantity of delivered sales orders. | |
| Non-Delivered % | The quantity of not delivered sales orders. | |
| Order Cycle Time (Avg Days) | The average lead time from order to delivery. | |
| Margin Erosion by Product Group | Margin Erosion by Product Group | The Gross Margin 1 Pct and Total Disc Pct by Product group. Also helps identify where margin is being eroded due to high discounting or cost. |
| Sales Growth vs. Budget Trend (monthly) | Sales Growth vs. Budget Trend (monthly) | The Invoiced Net Amt (Company) and Sales Budget Revenue (Company). Also tracks sales revenue trends vs. budget. |
This table shows the information from the M3 Information Monitor Widget that is available in this workspace:
| Header | Description | Program | Transaction |
|---|---|---|---|
| Review Delayed Export Orders | Monitor delays in export order deliveries. Since delays in export shipments can incur penalties, you should intervene and analyze the reasons for the delay.
Note: You must modify the currency in the query based on the requirement.
|
OIS100MI | SearchHead |
| Quotations Rejected This Month by Reason | Rejected quotations provide actionable insights and help identify strategic and operational issues. This analysis boosts the quote-to-close ratio, a critical KPI for revenue forecasting and pipeline health. Tracking and analyzing quotations helps refine the sales engine, align better with the market, and improve conversion rates and revenue growth. | FACETMI | LstFacets |
| Review Credit Stop Orders | Analyze and then release or reject customer orders with a net value that exceeds 35,000 and that the system holds because of credit limit restrictions. | OIS100MI | SearchHead |
| Credit Orders This Month | The VP of Sales may be involved indirectly in returns, especially when they affect revenue and sales performance. High return rates can indicate problems in sales practices, such as overselling or misrepresenting products, or product issues. After analyzing this information, the VP of Sales can work with customer service, product, and marketing teams to ensure better alignment and fewer returns. | OIS100MI | SearchHead |