
Hello everyone!
This blog post focuses on the SAP Cloud for Customer Intelligent Sales Execution
Intelligent Sales Execution also called as ISE aggregates your opportunity data and allows you to filter and view it in various ways.
As a sales manager/sales representative, you can see how the opportunities are progressing at the specified period for your sales unit/sales department.
1. SAP Cloud for Customer Enterprise version.
2. SAP Sales and Service Core, intelligent sales add-on licenses.
3. ISE Scoping.
To enable ISE in SAP C4C, Business Configuration -> Implementation Projects -> Edit Project Scope -> Questions -> Communication and Information Exchange -> Integration with External Applications and Solutions -> Integration Scenarios with Cloud Solutions from SAP -> Do you want to use Intelligent Sales Execution in your cloud solution?
4. Fiscal Year configuration.
To enable Fiscal Year in SAP C4C, Business Configuration -> Implementation Projects -> Open Activity List -> Fine Tune -> Enable Reporting on Fiscal Year.
5. Machine Learning activation (Optional).
Intelligent Sales Execution can be use with/without Machine Learning in C4C.
We have a standard field called Forecast Category in opportunity screen. It has three types,
This category will be used in all the modules of ISE.
Admin can create a workflow to update this field automatically on basis of custom logics.
ISE feature has four sub-modules:
All the modules can work without Machine Learning.
This module helps you to visualize opportunities which are currently available (Open/In-process) in the system for a selected fiscal period. It will display in a Bubble chart.
Pipeline Manager can use Probability/Opportunity Scoring. We have to set this in ISE Administration under Intelligent Sales Execution WorkCentre.
Pipeline Manager has two types of charts.
Bubble Categories:
Bubble Chart
If any large red bubbles appear in the chart, as a sales manager you probably want to investigate it. Why do these opportunities have such poor performance? How to get them back on track? Like that.
Click on a bubble for a quick view. It will provide all the details of the opportunity.
Quick-View
Bar-Combination:
This chart will be visible only for Year and Quarter fiscal periods (not for month).
By selecting "Won Last Year" in the legend we can see the value of the opportunities that were won during the same time in the previous year.
Bar-Combination Chart
At the top we can see some categories. That is a total of each category in a selected fiscal period.
At the below, you can check the opportunity in detailed list.
Sales Unit Rollup
Opportunity list view
Total Breakdown will show the opportunity value by its Owner, Account, Phase and Type
This module provides you with real-time insights into how your opportunity pipeline evolves over time and it displays in a visual representation as bucket chart.
Bucket Chart
Bucket Category:
Below the chart, you can check the opportunity and sales unit detail.
Sales Unit Rollup will show amount of each Bucket category achieved by the sales unit
Opportunity list view of selected Bucket
Forecast Tracker helps a Sales Manager to see how the Committed and Best-Case opportunities total are increasing over the selected fiscal period.
Forecast Tracker - Sales Manager View
First as a Sales Manager, you can set a Target for each Sales Units for different time period.
At the end of fiscal period, sales unit has to submit their current forecast. And then a manager can see whether the Sales Unit has achieved the target amount set by him or not.
Below we can check the percentage of Won, Committed, Best Case achieved by the sub sales units if Target is set to them.
Sales Unit Rollup
Trend analytics helps you to visually compare the progress of the current quarter against the progress in previous quarters.
As a Sales Manager you can understand if your sales team is generating more or fewer opportunities this quarter than the last four quarters.
Understand whether your team's success rates are increasing or decreasing over a period of time.
Images will upload later
You can also hover over a section on the trend analytics chart to see the numbers behind the visual representation.
For example, if you hover over a commit bucket for Q2 2020, you see how much was in commit at this time and how much of that was closed successfully
Below the visual charts, we can see the summary of opportunity details in a quarter view with success percentage of each category.
Trend Analytics Summary
Note: All of the above screenshots are taken from sandbox tenant are just for examples. Some might not show a perfect value. And I will update some content in this blog in future.
I hope that this blog post has given you some insight into SAP C4C Intelligent Sales Execution. Kindly like and follow to get more detailed blogs.
Thanks for reading and kindly share with your circle. Feel free to provide your feedback or questions regarding the content in the comment section.
See You Soon 👋🏻,
Abimanyu G
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