Using Sales Analysis

GoldMine can generate a summary analysis of sales performance by one or more individuals. This analysis displays actual numbers and percentage-of-goal figures for quotas, forecast sales, and closed sales for a specified period of time.

To Open Sales Analysis

The Select Users dialog box appears on top of the Sales Analysis dialog box to select the users to analyze. Select users or groups of users if necessary.

○ From Date. Sets the first date of the period to include in the analysis.

○ To Date. Sets the last date of the period to include in the analysis.

To reflect an accurate quota amount, type From and To dates corresponding to the quota periods defined in the Quota Profile.

○ Quota. Displays the dollar amount of expected sales assigned to the user for the specified period.

○ Forecast. Displays the total dollar amount of sales scheduled on the calendar for the specified period.

○ Closed Sales. Displays the total dollar amount of sales recorded as Closed Sales when the forecasted sales activities are completed.

○ Quota Diff. Displays the difference between Closed Sales and Quota amount (Quota Diff. = Closed Sales - Quota). Negative values are shown in parentheses (). See the examples below:

If Closed = Quota, Diff = 0

If Closed < Quota, Diff < 0%(Negative amounts should be shown in parentheses)

If Closed > Quota, Diff > 0

○ Quota Diff. Percentage. The Quota Diff. Percentage is the difference between Closed Sales and Quota amounts in percentage of Quota value for the specified period. The equation is:

Quota Diff. Percentage = (Closed Sales - Quota) * 100% / Quota

- 0% indicates that Closed Sales and Quota values were equal for the specified period.

- Negative values are shown in parentheses ().

Examples:

Quota Diff. Percentage = ($9,000 - $10,000) *100 / $10,000 = (-10%); Closed Sales were 10% less then Quota;

Quota Diff. Percentage = ($15,000 - $10,000) *100 / $10,000 = 50%; Closed Sales were 10% more then Quota.

○ Forecast Diff. The Forecast Diff. is the difference between Closed Sales and Forecasted Sales amount for the specified period. The equation is:

Forecast Diff. = Closed Sales - Forecasted Sales

- Negative values are shown in parentheses ().

Examples:

Forecast Diff. = $9,000 - $0 = $9,000; Forecasted Sales trail Closed Sales by $9000

Forecast Diff. = $1,500 - $2,000 = (-$500); Forecasted Sales exceed Closed Sales by $500

Forecast Diff. = $9,000 - $9,000 = $0; Forecasted Sales equal Closed Sales.

○ Forecast Diff. Percentage. The Forecast Diff. Percentage is the difference between Closed Sales and Forecasted Sales amounts in percentage of Forecasted Sales value for the specified period.The equation is:

Forecast Diff. Percentage = (Closed Sales - Forecasted) * 100% / Forecasted

- 0% indicates that Closed Sales and Forecasted values were equal for the specified period.

- Negative/positive values mean that Closed Sales were less/more then Forecasted correspondingly. Absolute value of this parameter can be used as one of indicators of Sales Planning Efficiency.

- Negative values are shown in parentheses ().

Examples:

Forecast Diff. Percentage = ($0 - $9,000) *100 / $9,000 = (-100%); No revenue stream;

Forecast Diff. Percentage = ($1,400 - $1,000) *100 /$1,000 = 40%; revenue stream exceeds Forecasted Sales by 40%

○ Result Cd. When a result code is entered in this field, GoldMine includes only those forecasted sales and closed sales with the specified result code. When the field is left blank, GoldMine includes all forecasted sales and closed sales.

○ Select User(s). Displays the dialog box to select GoldMine users for a new analysis.

○ Analyze. Calculates the totals in the display.