Qlik Business Intelligence Story: A Sales Territory has fallen far behind the required sales goal. We need to identify the cause of the issue quickly and so an effective resolution plan can be implemented.
In the below short snapshot video, we have a chart representing the following data:
Sales Year to Date (blue), Sales Last-Year Year-To-Date LY YTD (yellow) Sales Goal, Red.
The Central Territory’s Sales YTD have fallen way behind both LY YTD and the Sales Goal. To investigate further we highlight the Central section. Now we can see a breakdown of sales by customers, comparisons to last year and sales goal. This quickly identifies the largest single revenue earner for last year which currently has no sales for this year to date.
At this point we can switch dashboard to ‘top customers’ and investigate this customer in isolation. Previously they spent on average $700,000 per month with our example firm before it abruptly cut off January 2014.
End Result:
Management can now review the events leading up to the apparent termination of this arrangement, if there was a contract in place, and if so whether the end was anticipated. Once we have determined the full picture of events a resolution path can be decided.
In this case we have a likely two avenues, either an attempt can be made to re-engage the lost client with the potential offer of incentives (using further investigation) or alternatively a contingency plan can be put into place should this be an unavoidable occurrence. This will result in redeployment of resources and exploitation of new opportunities to replenish the lost revenue.
By conducting this analysis we also potentially flag other contracts with similar issues and could prevent this from occurring again in the future.
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