As a sales manager, you make decisions every day that have the greatest impact on your company: You negotiate with new customers, you negotiate new sales terms, you develop new sales strategies, and you work to keep existing customers satisfied. In each of these tasks, information about the current business situation is the basis for negotiation. That is why you prepare conscientiously for each meeting: Do not attend any out-of-town appointments the evening before and enjoy dinner in the office: The elaborate preparation on the PC takes time! The relevant reports have to be started and the results evaluated, all key figures have to be determined in order to be presented the next day with the following words: "The figures are fresh, from yesterday!" And if the situation changes dramatically overnight because supply chains are once again unstable or offers become outdated overnight due to increased raw material prices - well, then yesterday's figures no longer form an all too optimal basis for negotiation and usually it comes down to a compromise.
But imagine having the necessary information at your fingertips in real time, and without any preparation. How much better would your negotiating position be? And what if you could define all the KPIs yourself and display them in any graphical form? That's possible: easily, without additional costs and extra tools, because FIORI offers all this with just one app: "Overview for Sales Managers".
All figures at a glance
The FIORI app "Overview for Sales Managers" consists of six preset tiles that map the essential KPIs in sales. FIORI determines the data in real time from the system - whether on-premise or cloud - and visualizes it in various graphic designs. In this way, the sales manager always maintains an overview of the current situation in the entire sales department and recognizes the trend based on the displayed evaluation of a predefined period.
The following tiles are assigned to the "Overview for Sales Manager" app by default: Customer Returns, Sales Order Receipt, Sales Volume, Backorder Items, Sales Order Fulfillment, List Incomplete Sales Documents. The displayed tiles can be shown or hidden and arranged in any order. Clicking on the respective tile jumps to the detailed view of the corresponding app and further to the processing of the individual documents.
Flexibility on all levels
How flexible, intuitively operable and individually configurable FIORI actually is becomes particularly clear in the app "Overview for Sales Managers". An interactive interface with user-friendly graphical elements turns reporting into a game. Selective values can be determined directly in the initial screen without the user having to leave the overall evaluation. Which values are displayed and how is individually configurable down to the smallest level. Own adjustments can be made at different places and as deep as desired.
Keeping customer satisfaction at its peak
Customer returns have a high risk potential because they can have an impact on the customer's loyalty or even lead to damage to the image or loss of the customer. From this point of view, the key role of the sales manager is to avoid these risks at the first touch point and turn them into opportunities to improve product quality and customer service. Therefore, this "Customer Returns" tile is the best tool for management to monitor and predict risks across dynamic and multiple dimensions with key metrics. Moreover, this map can help the sales manager to analyze the immense sales data and prioritize the main issues in each sales unit. Based on the data obtained, the sales manager can draw conclusions about the reasons for returns and act accordingly to the findings: If, for example, deliveries from one plant are being returned more frequently, this can be looked at more closely. Or if a product is in many returns, the quality inspection can be switched on.
The Customer Returns tile provides dozens of KPIs and metrics in standard processes that are relevant to sales management. And more than that, they can create their own KPIs. Furthermore, the tile displays the total net value of customer returns. At the same time, the last four months are displayed in bar graphs, allowing a comparison with the same period of the previous year. From here, it is possible to jump to the "Customer returns - flexible analysis" app.
Customer returns have a high risk potential because they can have an impact on the customer's loyalty or even lead to damage to the image or loss of the customer. From this point of view, the key role of the sales manager is to avoid these risks at the first touch point and turn them into opportunities to improve product quality and customer service. Therefore, this "Customer Returns" tile is the best tool for management to monitor and predict risks across dynamic and multiple dimensions with key metrics. Moreover, this map can help the sales manager to analyze the immense sales data and prioritize the main issues in each sales unit. Based on the data obtained, the sales manager can draw conclusions about the reasons for returns and act accordingly to the findings: If, for example, deliveries from one plant are being returned more frequently, this can be looked at more closely. Or if a product is in many returns, the quality inspection can be switched on.
The Customer Returns tile provides dozens of KPIs and metrics in standard processes that are relevant to sales management. And more than that, they can create their own KPIs. Furthermore, the tile displays the total net value of customer returns. At the same time, the last four months are displayed in bar graphs, allowing a comparison with the same period of the previous year. From here, it is possible to jump to the "Customer returns - flexible analysis" app.
Keeping an eye on profits and losses
An overview of the current sales volume is provided by the "Contribution margin" and "Backlogged order items" tiles. While the "Contribution margin" tile shows the difference between the sales volume and costs, the "Order items" tile provides information about which items have not yet been taken into account. The four plants with the most backlogged order items are displayed with their respective item numbers by status "Delayed", "Partially Picked" and "Not Picked". This makes it easy for the sales manager to find out what the top-selling products are in each year, who the biggest customers are, and how many backorders are left for that year.
Further details become visible in the respective apps after clicking again.
Monitor problems
How many orders are blocked, affected by problems, and how problem resolution is progressing are shown in the "Blocked sales orders" and "Overdue sales orders" tiles. The blocked or overdue orders are displayed according to the document type in which there is a problem. A total net value is given next to the number of affected documents. Depending on the number of affected documents or the total net value, the problems can be prioritized. If a mass problem occurs during the processing of customer orders, this is quickly apparent with the help of the tile and the IT department can be called in more quickly to rectify the problem.
Further details can be found in the app "Fulfilling customer orders: Problems" app, which can be jumped into from the tiles.
Track order processing
The tile "Incomplete sales documents" provides a monitoring function that allows monitoring and analysis of the incomplete documents down to the smallest detail. By drilling down into the specific data, evaluations of various values, parameters and time periods can be created with just one click. Completion of the incomplete documents is possible by jumping to the "List incomplete documents" app. In this way, the sales manager keeps an eye on the current processing status and can react quickly and specifically in the event of disruptions by displaying the problems via the drilldown function and taking appropriate steps depending on the problem.
Summary
With the app "Overview for Sales Managers", SAP provides a solid, vivid and quickly learnable tool for mapping all important KPIs in sales. Thanks to the drill-down function, the transparency of the evaluations is maintained at all levels. The individually configurable graphical representations allow a quick overview of the current situation in sales without long preparation times. Usable on all mobile devices, the application bundles all evaluations and overviews that a sales manager needs for his daily work.
With the app "Overview for Sales Managers", SAP provides a solid, vivid and quickly learnable tool for mapping all important KPIs in sales. The transparency of the evaluations at all levels as well as individually configurable graphical displays allow a quick overview of the current situation in sales. Usable on all mobile devices, the application bundles all evaluations and overviews that a sales manager needs for his daily work.
