Introduction
The report focuses on presenting Sales Advisors KPIs, concerning Inquiries and Events based metrics. The Sales Advisors are displayed even if they don’t have any Inquiries or Events associated in the given period of time. We are focusing on the Inquiries transitions, by counting the Assigned, the Converted, the Disqualified, the Open Leads and Opportunities and finally the number of Won / Lost cases. As for the Events, we are interested on the Test Drives, the Offers and their follow ups, the Orders, the Cancellations and the Deliveries within the selected Dates. Moreover, the same metrics on a Year To Date (YTD) period are also calculated.
Report Identity
Code | 7K8VjgRcZ0WSoQYnj0bTNQ |
|---|---|
Name | Sales Advisor Performance |
Filename | Sales Advisor Performance.trdx |
Description | Sales Advisor Performance |
Resource Code | OD0013542 |
Procedure Name | IDMS_RPT_SALESADVISORPERFORMANCE_SP |
Procedure Type | Stored Procedure |
Parameters
| Description | Field (U_IDMS_ParamName) | Description | Provided by UI | Values | Default Value | Mandatory |
|---|---|---|---|---|---|---|
| Date from | DateFrom | Create date of inqury | YES | YES | ||
| Date To | DateTo | Create date of inqury | YES | YES | ||
| Branch | Branch | Based on the dimensions of the user | YES | NO | ||
| Sales Advisor | SalesAdvisor | The user that the inquiry is assigned to | YES | NO | ||
| Inquiry Source | InqSource | YES | NO | |||
| Inquiry Channel | InqChannel | YES | NO | |||
| Make | Make | Make based on the dimension permissions of the user that executes the report | YES | NO | ||
| Location | Location | Based on the dimensions of the user | YES | NO | ||
| Include Internal Inquiries | IncludeInternalInquiries | Systemic Inquiries that are automatically created from Leads | YES | YES / NO | NO | YES |
| Include Unknown Interest Type | IncludeUnknownInterest | Inquiries that are created from an external system eg BMW website | YES | YES / NO | NO | YES |
| Group by Branch | GroupByBranch | YES | YES / NO | NO | YES |
The above parameters can be found in the @IDSM_TR_PARAMETER table (filtered by U_IDMS_ReportCode).
Report Layout
Report Calculation Logic
Headers (highlighted with green)
| Field | Description |
|---|---|
| Report Name | The standard Name of the report. |
| Date Time | Show the report execution date (day of the week, month, date, time) |
| User Name | Name of the User who executed a report |
| Date Period | Selected "Period of time" from the parameters |
| Branch | Selected "Branch" from the parameters. If not selected then bring data about all branches of the Company |
| Sales Advisor | Selected "Sales Advisor" from the parameters If not selected then bring data about all Sales Advisors |
| Make | Selected "Make" from the parameters If not selected then bring data about all Makes |
| Inquiry Source | Selected "Inquiry Source" from the parameters If not selected then bring data about all Inquiry Sources |
| Inquiry Channel | Selected "Inquiry Channel" from the parameters If not selected then bring data about all Inquiry Channels |
| Location | Selected "Location" from the parameters. If not selected then bring data about all locations of the Company |
| Include Internal | If NO, it will exclude all entities created internally If YES, it will include entities created internally |
| Include Unknown | If NO, it will exclude all Inquiries with Interest Type Unknown If YES, it will include all Inquiries with Interest Type Unknown |
| Group by Branch | If NO, it will not be grouped by Branch If YES, it will be grouped by Branch |
Body (purple section)
Report Column | U_IDMS_EventTypeCode (values) | Workflow Transition/State | Description |
|---|---|---|---|
| Sales Advisor | - | - | Here we filter with the active employee that is connected with an active Sales person and belongs to a sales team. |
| Inquiries Assigned | - | - | Here we count the Inquiries that are assigned to the sales advisor as a Lead. |
| Inquiries Converted | - | - | Here we count the Inquiries that are assigned to the sales advisor as a Lead. |
| Inquiries Disqualified | - | - | Here we count the Inquiry that was disqualified from the button 'Disqualified'. |
| Open Leads | - | - | Counts open Leads converted from Inquiry. |
| Open Opportunities | - | - | Counts open Opportunities from Inquiry. |
Events Test Drives | CurrentWeekTestDrive | *Transition IN → Execute Test Drive | The Sum of TD Events in Leads and Opportunities (Completed/Executed). |
Events Offers | CurrentWeekOffers | *Transition IN → Offer | The sum of Active Offers in Leads and Opportunities. |
Events Offers Follow Up | CurrentWeekOfferFollowUp | ** State IN → Offer Follow Up Call | The sum of closed Offer Follow Up in Leads and Opportunities per salesperson |
Events Orders | CurrentWeekOrders | *Transition IN→ Order | The sum of Active Order in Leads and Opportunities. |
Events Cancellations | CurrentWeekCancelations | *Transition IN → Order Cancelled | The sum of Cancelled Order in Leads and Opportunities per salesperson |
Event Deliveries | CurrentWeekCarDeliveries | *Transition IN → Delivery Completed | The sum of Completed Delivery in Leads and Opportunities. |
Cases Won | The sum of Case Won in the Leads and Opportunities Grid Lists | ||
Cases Lost | The sum of Case Lost in the Leads and Opportunities Grid Lists |
* Transition IN: the record that will be considered by the event, is created when the user selects the relevant transition and saves.
** State IN: the record that will be considered by the event, is created when closing the activity of the STATE, during the selection of the next activity in the STATE (transition).
Description:
The report focuses on presenting Sales Advisors KPIs, concerning Inquiries and Events based metrics. The Sales Advisors are displayed even if they don’t have any Inquiries or Events associated in the given period of time. We are focusing on the Inquiries transitions, by counting the Assigned, the Converted, the Disqualified, the Open Leads and Opportunities and finally the number of Won / Lost cases. As for the Events, we are interested on the Test Drives, the Offers and their follow ups, the Orders, the Cancellations and the Deliveries within the selected Dates. Moreover, the same metrics on a Year To Date (YTD) period are also calculated.
UI parameters
The UI representation of this report takes two forms, depending on the value of the user defined parameter “Group By Branch”. The first representation shows the list of all eligible Sales Advisors, whereas the second one shows the list of all eligible Sales Advisors inside their belonging Branch. This is clearly shown in the next images.
By sales person
By branch
