Sales Evaluation distills key business activities so decisions can be support during the Sales Cycle. Typical account data is available only some time after the Sales Cycle is complete. Sales Evaluation measures Lead development, Customer care, efforts to develop future Sales, effectiveness of closing and delivery on Sales.
Sales Evaluation, managing sales ahead of the sales cycle
Play Movie: m2_Sales.MOV
1. Review menu > Sales Evaluation
A window will open for calculating.
2. Enter the date ranges for two periods to be compared.
3. Click the Execute button to calculate the values.
Holding the "Option"-"Alt" keys when clicking the "Execute" button will cause the values to be opened on a spread sheet.
4. Evaluate the results
Sales Evaluation is divided into 4 major sections. The labels on the left of the screen define the values which are shown.
New Business is at the top of the window. Sales Cycle is calculated by the average number of days from a Lead being entered in CommerceExpert/WebClerk to their first Order.
New Leads is the number of new "Lead" records entered during the time.
New Customers is the number of new "Customer" records entered during the time.
$ New Customers the Sales dollars for the new Customers.
$ Those Customers total dollars spent by those who became Customers in the period.
Sales Cycle Days Sales Cycle is calculated by the average number of days from a Lead
being entered in CommerceExpert/WebClerk to their first Order.
# Calls the number of "Call Reports" generated during the time.
# Letters the number of Letters generated during the time.
# Visits the number of Visits recorded during the time.
Time Recorded number of minuets as recorded in "Call Reports".
Proposals to track sales development
Pp Count number of Proposals
Pp Value dollar value of Proposals
Pp Avg average dollar value per Proposal
Pp x % dollar value of Proposals multiplied by the % chance of winning the Proposal
Pp 'Won' number of Proposals designated as "Won"
Pp Gross $ 'Won' dollar value of Proposals designated as "Won"
Pp Gross % 'Won' margin percent of Proposals designated as "Won"
Pp Gross $ other dollar value of Proposals, not designated as "Won"
Pp Gross % other margin percent of Proposals, not designated as "Won"
Orders to track closing efforts
Ord Count number of Orders
Ord Value dollar value of Orders
Ord Avg average dollar value of Orders
Ord CoGS Order cost of good sold dollar value
Ord Gross $ Order margin dollar value
Ord Gross % Order margin percent
Ord Count BL number of Orders with a backlog
Ord Value BL dollar value of the backlog
Ord Cancel $ dollar value lost due to cancelled Orders
Invoices to track delivery
Inv Count number of Invoices
Inv Value dollar value of Invoices
Inv Avg average dollar value of Invoices
Inv CoGS Invoice cost of good sold dollar value
Inv Gross $ Invoice margin dollar value
Inv Gross % Invoice margin percent
Inv Count Recv number of Invoices not paid in full
Inv Recv $ dollar value not collected on Invoices