The first quarter of 2021 will soon be over. I believe that many friends have not reacted yet. How do you feel that time has passed so fast? A quarter of a year has passed. I believe that every current employee must start to do the quarterly report for the first quarter. But organizing data and making beautiful visualization charts is not so easy.
Xiao Wang is a sales manager in an insurance company. He manages dozens of sales staff. It is almost the end of the year, and the annual target is only a little more than half completed. Looking at this number, Xiao Wang is also very anxious. The boss has often called him for meetings recently, telling him to quickly find a way to raise the target, even if he is not sleeping, he must ensure that his performance can be achieved. Xiao Wang had to go back and sort out the current customer data to see if there were any new business opportunities or potential customers for sales staff to dig deeper. However, the current customer information is very messy, and he usually does not deliberately organize these data. If you are looking for potential customers, you need to read each customer's information. It is a waste of time. Xiao Wang thinks, if there is A report model can organize all customer information and make a detailed classification. It will be good to know how many potential customers and business opportunities need to be followed up every day.
Such a sales model was actually made very early. It is called sales pipeline management in the industry, which is to grasp the progress of sales through the analysis of the sales stage. It is a management method to quantify the sales process. You can take a look at the bottom funnel. The top one is potential customers. After filtering, you reach the contact customer, and then through layers of filtering, you reach the final sales/closing, that is, win or lose, so Sales pipeline management, also called sales funnel, is a very important model in sales management.
The figure below is a sales pipeline dashboard made based on the above sales model. First of all, from the overall layout, the left side is the relevant data of the winning orders, losing orders and the estimated amount of business opportunities, and the middle part is two circular charts and one The bar chart represents the ratio of winning/losing amount (quantity) and the number of business opportunities classification. The right side is the top 10 ranking data of the amount of potential cooperation companies for each business opportunity. In another sheet is the number of each business opportunity. Specific detail data. This report interprets the concept of the sales funnel in detail. Through this report, we can clearly understand how many wins, how many loses, and which potential customers need to be followed up by personnel. The graphics are very concise. , All the information is clear at a glance.
Let me teach you how to use such a model. I found this EXCEL model on Smartbi analysis. After you log in, install this template. The template will be saved in the "application" folder.
1. Open the file in EXCEL
Install the Smartbi intelligent analysis plug-in in EXCEL (check the official website tutorial for the specific method, or check my previous article), and then select Open in the toolbar as shown below, find the sales Pipeline dashboard template that has just been installed, and double-click to open . This interface is connected to the cloud. All EXCEL templates can be found here as long as they are installed in the cloud.
2. Replace data in EXCEL
After double-clicking to open, you can see the sales pipeline dashboard chart. If you want to see the data source, you can choose to unhide in EXCEL, and EXCEL will present all the hidden sheets. If you need to replace your own data, the method is also very simple. Just clear the data (except the title) in the figure below and replace another data source according to the field title.
3. EXCEL refresh data
完成了数据源替换之后，接下来的一个工作就是刷新数据了，这里提供两个方法，第一个方法是选中透视表，并在EXCEL的工具栏里点击分析里的全部刷新。第二个方法是点击下图新插件里的刷新数据，建议用第二个方法。完成刷新后，所有的数据都会进行更新，仪表盘里的数据也会发生变化。
4. Publish data
After completing the above operations, click Publish in EXCEL, and the data in EXCEL can be updated on the cloud platform. In addition to viewing the data in EXCEL, you can also select the web page to view the data, and you can also share the web page with Others are very convenient.
经过对销售管道管理模型的介绍，相信大家对这个模型有了一定的认识。这个模型的功能主要有以下三点：第一个，过滤网的功能，通过漏斗对销售信息进行层层过滤，最终得出重要的销售信息；第二个，准确预测的功能，Pipeline对每一层次进行定位的同时，也按照销售进度给每一层估算了一个成功度可能性的估值。这个估值也是经过时间检验的一个比较准确的数值。第三个是形成共通的语言，让销售人员清楚地知道目前的进度到了哪里，下一步应该做什么。希望这个模型可以让你更加高效地管理整个销售过程，并找到更有价值的潜在客户，最终顺利完成业绩指标。关于这个模型还会有一些扩展性的功能（例如电子表格等），后面也会持续增加进去，制作效率会更加便捷，大家可以持续关注。