Sales Performance Use Case

Last modified: October 18, 2022

A guide to implementing Alteryx Auto Insights for a sales use case, including data structure and sample questions.

Problem Statement

Understanding sales performance is often focused on the ability to uncover areas where sales have increased or dropped significantly, which teams are hitting their goals, which manager has a large group of members with good or poor performance, who requires additional coaching, and where new opportunities are (for example, significant growth).

Typically understanding these aspects is part of a daily standup, weekly huddle, or fortnightly and month-end reporting.

Who Are the Typical Creators and Viewers of This Use Case?

  • Creators: Data Analysts, Business Analysts
  • Viewers: Sales Managers, Store Managers, Team Leaders, Channel Partners, Relationship Managers, Marketing Managers, Chief Sales Officers, Chief Marketing Officers

An Example of Sales Performance Data Structure

Right-click and 'open image in new tab' to expand the view.

table data

Please refer to this article for more information about preparing data.

Segments

A segment is a qualitative value, like names or categories. Here are some of the typical segments we find in sales performance data used in Alteryx Auto Insights:

  • Customer attributes: Customer name, Customer size, etc.

  • Product characteristics: Product category, Product sub-category, Product type, Product name, etc.

  • Team attributes: Team Name, Region, Channels, Sales Office Location, Account Manager, etc.

Measures

A measure is a quantitative, numeric value. Here are some of the typical measures we find in sales performance data used in Alteryx Auto Insights:

  • Sales Metrics: Revenue, Profit, Margins,

  • Team Metrics: Targets*, Variance to Target*

  • Other Metrics: Number of Customers (Client base), New Acquisitions, etc.

*To compare sales numbers to targets and calculate variance to target in Alteryx Auto Insights, you must upload a separate goals dataset. Click here to read more on the goals feature.

What sort of insights can Alteryx Auto Insights help me uncover?

Understand Sales Patterns

  • Product Category that is driving the increase this month

  • Understand revenue movement across the Channels

  • Monthly/Quarterly/Yearly revenue compared to the previous comparable period

  • Best performing products type in the Financial Year

  • Decline in Top Customers' revenue this Quarter

Optimize Team Performance

  • Revenue variance to target by teams/regions/sales offices

  • Worst performing sales offices for Q1 FY21

  • Which team/account manager missed targets for 2 months consecutively

Uncover New Opportunities

  • Growth by channel last quarter

  • Best performing product category month on month

  • Revenue by channels, products, regions

 

Related Articles

How to Prepare Data
How to Upload Data
Best-in-Class Mission
Quick Guide to Find and Create Insights

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