1. Analysis background
Business opportunities are the source of orders, so by seizing every sales opportunity, you can win more transactions. Business opportunity management can be said to be the most critical step in the business process. Every company has its own business opportunity stage division, from sales staff contacting customers, discovering business opportunities, following up business opportunities, advancing the sales stage, winning orders to processing sales contracts, standardized business opportunity management can ensure business opportunities in the most efficient and scientific way Promote and improve the winning rate of business opportunities. The following is to make and analyze the business opportunity report from the perspective of data.
Second, data understanding
The following table is the data source of business opportunities for a company’s divisions. As can be seen from the table below, it contains fields such as secondary department, salesperson, time, etc. The secondary department contains multiple areas, and the subsequent project date is split. In the time dimension of year and month, the sources of business opportunities include market business opportunities, self-built business opportunities and internal projects. Market business opportunities refer to business opportunities provided by the marketing department or other channels of the company, and self-built business opportunities refer to business opportunities explored by sales personnel themselves. The significance of this form is to allow the company's sales department to clearly grasp the tracking number of business opportunities for each branch and each salesperson, so as to provide more reference recommendations for achieving sales performance.
Three, data connection
Since the data source has been used cumulatively for a long time, it is recommended to use the database + EXCEL collocation mode to make data reports. Simply put, it is to use the database to enter the data, and then drag and drop the fields in EXCEL for analysis. The advantage of this method is that it can save a lot of storage space and improve the efficiency of EXCEL processing. Nowadays, many companies adopt the following model. IT personnel create a database connection, and ordinary users can directly use EXCEL for analysis.
However, directly using EXCEL to connect to the database will have a relatively high threshold, and will have relatively high technical processing capabilities for ordinary users. These methods are not recommended. Here is another method recommended to use EXCEL plug-ins with the database. Connection can not only lower the technical threshold, but also improve processing efficiency. Taking the processing method of Smartbi intelligent analysis as an example, it is to complete the connection of the database in the form of a plug-in, and then return to EXCEL to make the corresponding report. This method perfectly solves the performance problem of EXCEL.
After completing the connection with the database, a data set panel will appear on the right side of EXCEL. Here is your cloud database. For example, after I import the data source of the business opportunity, I can see that there are several data fields described above:
The operation method is very simple, just drag the data field from right to left, and drag the field to the appropriate position:
Then click to refresh, and the data source will be displayed. The advantage of this operation is that you don't need to use EXCEL to do data entry, let alone open a very large EXCEL form, the cloud database can be updated in real time, and it is quite convenient to extract data sources.
Fourth, report production
After the data connection is established, the report can be produced. Two dimensions of reference are provided here, one is the department as the dimension, the other is the salesperson as the dimension, and then combined with the growth rate and time trend to make the chart. Using EXCEL's formulas and graphical functions, the following templates can be derived:
1. Dimension of sales segment
2. Dimension of sales personnel
After completing these steps, the data can be kept updated every day without manual adjustments. You only need to log in to the cloud platform to view the data:
Five, analysis ideas
There are many analysis ideas for data. Here are a few common analysis ideas for reference only:
1. The distribution of market business opportunities and self-built business opportunities in each segment each year;
2. The year-on-year growth rate of business opportunities in each segment;
3. The number of business opportunities for each salesperson in each division;
4. The growth trend of business opportunities for each salesperson in each division;
5、…….
Six, summary
In corporate sales, every potential customer is a potential business opportunity, and effective tracking and attention may turn it into a business opportunity. Therefore, the business opportunity analysis report can provide a simple and easy-to-use mechanism to effectively track and manage each potential customer, help sales to seize each sales opportunity, and thus win transactions. Regarding the above case templates, you can download and use them on Smartbi. You only need to update the data source without secondary processing.