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With the information presented in this chapter, when you analyze sales you can determine any or all of the following:

● At the end of the day, am I really getting the value for my product that I should?

● What are the customer, product, or channel dynamics that affect my volume and profitability?

● Do the investments in my customers drive sales?

● What are the trends in customer buying habits that drive sales and that should drive the product development process?

● Are new products selling as well as expected?

● Are new products cannibalizing existing products?

● What should the focal point of the sales incentive program be?

● What is the conversion ratio from leads to prospects to customers (based on CRM data)?

● What is the sales productivity?

Answering these questions will enable you understand why the results are what they are and what it means to your business. That means you can make better decisions about:

● Channel and customer strategies

● Product development

● Pricing implementation with customers

● Investment priorities in the business

The value of improving your ability to make these critical decisions is undeniable. Chapters 4 and 5 of this book demonstrate, in a practical way, how to use QlikView to mine this information from your existing system! Those chapters cover loading data and ways to visualize the data that allows the appropriate associates in your organization to analyze and report information to help answer the questions listed in this chapter.