SCIO Health Analytics - Territory Performance Overview

This SCIO Health Analytics showcase allows sales representatives to analyse how their territory is performing in terms of sales, growth, sales versus target and calls they have made to their customers. They are able to see their own territory performance in isolation compared to the region they sit in, as well as the overall national performance. This allows them to see if they need to focus their promotional activity in a particular area, for example call more target customers, when under performing compared to the target set or compared to region or national performance.

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This SCIO Health Analytics showcase provides analysis for a Pharmaceutical client and demonstrates how one of their territories is performing for a fictitious product, Trigen. This dashboard uses data from various different sources including data from the supply chain, retail sales data, sales targets and CRM data.

The purpose of this dashboard is to allow a sales representative to analyse how their territory is performing in terms of sales, growth, sales versus target and calls they have made to their customers. They are able to see their own territory performance in isolation compared to the region they sit in, as well as the overall national performance. This, allows them to see if they need to focus their promotional activity in a particular area, for example call more target customers, when under performing compared to the target set or compared to region or national performance. If they are ahead of target, they can also see where the sales are coming from and what additional promotional activity could help them to remain on track for maximum earnings.

At the top of the report, you can see the Year to Date figures for units sold versus target, or “Sales verses Target”, along with Total calls made and Coverage and Frequency of calls made on targeted customers. Alongside  you can see coverage of target doctors depicted graphically, and broken down by target type – Defend and Grow.

Underneath the KPIs, you can see a Projected Sales chart that shows projected sales for the next 6 months based on 12 months sales (with a confidence interval of 95%). This helps users to see what the next 6 months of sales look like and can pro-actively plan what they want to do in the coming months, if the sales were declining.

To the right you can see a 12-month trend for units sold– versus the corresponding month’s target –  for the product Trigen for the year 2016.

The narrative panel provides textual description of the 12 months data for Units sold and Targets that were set. This is a very clever visualisation which draws attention to some of the data analysis and it is dynamically refreshed based on selection of the territory.

Below Key Account Analysis shows the tree map of key accounts with cash sales represented by the size and previous year growth represented by the colour. It helps sales rep to easily identify and pick the key accounts with declining sales and the magnitude of sales coming from those accounts.

Lastly, in the bottom right corner you can see the territory dynamics over the period of 12 months in terms of how the territory has been performing when looking at sales, previous year growth and market share with reference to regional average and national average. A single data point can be tracked for its history by simply clicking on it.

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