Driving Sales by Leveraging Analytics with Oracle Sales Cloud

So what does it take to give an accurate forecasting?

For an organization, it’s important that the sales rep achieve their numbers (the one they predicted). It’s known fact that underachieving is dangerous. It is equally true, though may not be agreed upon that overachieving (with higher margin) is equally dangerous. Though we can applaud, for overachieving, but we cannot undermine the cause – effect. The entire SCM planning would go for a spin, which could equally lead to damage to the brand.

Though we should encourage the Sales Team to overachieve the numbers, but we should ensure that are predicted well in time. Oracle Sales Cloud Analytics facilitates the same.

The sales cloud dashboard gives a comprehensive view of the data. The commonly configured reports are Actual Vs. Quota is a view that enables you to view what is the gap between your forecast and the actual. There are various support reports like Top Open Deals, Pipeline, Team performance, and Push Counter. The Push Counter reports show the deals that have been pushed from the last quarter to the current.

Following are the key feature added in oracle Sales Cloud 8:

CONFIGURABLE SALES DASHBOARD

The new Sales Dashboard contains pre-built reports and charts that help you sell more. These reports provide insights into your open pipeline, deals that moved out of the current quarter, team performance, and historical opportunity trends. You can tailor these reports for sales executives, sales managers, or sales representatives.

HISTORICAL OPPORTUNITY TRENDING

You can now create custom reports to track the historical progression of opportunities across sales stages. Review daily, weekly, monthly, quarterly, or yearly revenue trends; and further analyze revenue trends by product, resource, or territory.

HISTORICAL FORECAST TRENDING

You can now analyze forecast trends and compare the forecast to key analytics such as pipeline, won revenue, and quota. Forecast metrics will remain historically consistent and accurate across forecasting periods even if product or territory hierarchies change.

EMBEDDED REPORTS IN SIMPLIFIED UI

You can tailor the Oracle Sales Cloud simplified UI to show standard or custom reports where your sales team needs them most. Use Page Composer to embed actionable reports on the following pages:

Analytics Page: The Analytics homepage includes eight subtabs for reports. The first three subtabs show standard reports. The other five subtabs are customizable but hidden and blank by default.

List Pages: The Leads, Opportunities, Accounts, and Contacts list pages include three subtabs for reports. These tabs are customizable but hidden and blank by default.

Detail Pages: The Leads Opportunities, Accounts, and Contacts detail pages include three subtabs for reports. These tabs are customizable but hidden and blank by default.

PRE-BUILT REPORTS FOR LEADS, OPPORTUNITIES, ACCOUNTS, FORECASTS, AND PARTNERS

You can now use these preconfigured reports to measure your sales performance:

Leads: Team Leads, My Leads by Age, and My Open Lead by Source.

Opportunities: My Team’s Performance, My Team’s Pipeline, My Team’s Leadership Board, My

Performance, My Pipeline, Top Open Opportunities, Sales Performance Trend, and Sales Stages by Age.

Accounts: My Top Accounts.

Forecast: Forecast Compared with Quota, Team Forecast Compared with Team Open Pipeline, and My Forecast Compared with My Open Pipeline.

Partners: Partner Performance, Open Pipeline, Partner Leadership Board, and Partner Win Rate.10

CUSTOM REPORTS FOR OPPORTUNITY TEAM AND CONTACTS

The following two new subject areas allow you to create custom reports on the opportunity team and opportunity contact:

Sales – CRM Opportunity Team

Sales – CRM Opportunity Contact

These subject areas include the details about the role of the team members and the role of the contact on each opportunity. These subject areas also allow you to generate a report of a summary view of all the opportunities involving a team member or a contact.

CUSTOM REPORTS FOR THE ACCOUNT TEAM

The following new subject area allows you to create custom reports on Account Team:

Sales – CRM Account Team

This subject area includes details about the role of the team members on each account. The subject area also allows you to generate a report of a summary view of all the accounts involving a team member.

REPORTING ON CONTACT ATTRIBUTES

With the new contract model enhancements, you can create custom reports about standard contact attributes, such as job titles, sales affinity, and relationships between accounts and contacts.

The Contact model now uses the same security rules as the Contact object in Oracle Sales Cloud. This ensures that you can see the contact data in the report only if you have access to the contact data.

AUDIT REPORTING

Audit reporting allows you to track the usage of the Oracle Sales Cloud application. With audit reports, you can see who made what changes in the application and when. You can also configure your reports to control who can view the audit information.

SALES PREDICTOR

Using the Attribute Analysis report, you can determine which customer attributes are important for lead generation and qualification based on data quality. The Association Model report provides critical information.

About CRMIT Solutions:

CRMIT Solutions is a leader in transforming businesses with cloud-based Customer Experience (CX) solutions on sales, service, marketing & social cloud.

CRMIT Solutions has achieved OPN Specialized status for Oracle Sales Cloud. Oracle Recognizes CRMIT Solutions for Expertise in Implementing Oracle Sales Cloud. CRMIT Solutions Offers many Solutions on Oracle Sales Cloud, Including Consulting, Sales Planning, Social Sales, Customer Data Enrichment, Field Sales Automation, User Adoption, Training, Health Checks, and Testing.

CRMIT Solutions is committed to providing customers with the best service in the industry. Everything we do – every order, every delivery, every service, every offering – centers on the satisfaction of our customers and making them more efficient at what they do.

Inputs from
Anitha Thangaraja
Sales & Marketing
CRMIT Solutions