The performance overview provides useful data on the customers assigned to a sales representative ("My Customers").
This allows for comparison of sales development and classification of the customer.
The individual columns in detail:
Displays the cumulative sales of the past 12 months.
Example: The overview is called up on March 15, 2015. The total sales from March 2014 to March 15, 2015 will be displayed.
This shows the same calculation as "Last 12 Months", but the period is shifted back by one year.
Example: Called on March 15, 2015, this column will display the sales from March 2013 to March 15, 2014.
The trend serves as an indicator for sales development over the past three years.
Older years are weighted less.
Green = positive sales trend
Red = stagnating sales
Calculation:
Target sales = 120% × (1/4 × sales 3 years ago + 3/4 × sales 2 years ago)
Current performance = 4 × sales last 12 months / target sales
Rounded and scaled from 0 (poor) to 4 (excellent).
Displays the number of contacts with the customer in the past 12 months.
Each icon = one contact, max. 5 icons displayed.
As with contacts, one icon per complaint in the past 12 months is shown, up to a maximum of 5 icons.
ABC analysis indicates which customers contribute the most (A) and least (C) to company sales.
Optionally, only customers from a specific region are shown (e.g., Baden-Württemberg).
As with region, display can be filtered by product category (e.g., "Electronics", "Monitors").
Categories are read from the SAP VIS information structure and can be configured.
Note: Sales trend and ABC classification are recalculated accordingly.
The table can be sorted by all available columns, e.g., sales trend, number of contacts, complaints, customer name, etc.