SCIO Health Analytics - Sales Activity Report

This SCIO Health Analytics showcase allows a sales representative to analyse their promotional activity across a territory in terms of calls made to targeted and non-targeted customers, percentage of face to face contacts and coverage and frequency of their promotional activity. It also shows the influence mapping at account level to show who influences which account by how much.

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This SCIO Health Analytics showcase provides analysis for a Pharmaceutical client on different promotional activities for a fictitious product, Trigen, for a selected territory. This report uses data sourcing mainly from the client’s CRM system and using other advanced analytics and modelling.

The purpose of this report is to allow a sales representative to analyse their promotional activity across a territory in terms of calls made to targeted and non-targeted customers, percentage of face to face contacts and coverage and frequency of their promotional activity. It also shows the influence mapping at account level to show who influences which account by how much. After the user has looked at the overview at account level, they can dive into details of which customers were seen by a given frequency and check when different calls were made to a customer and other details  including address and phone number . This, allows a sales representative to book further calls or meetings with the customers who haven’t been seen enough and has a better influence over the account’s sales in that territory.

At the top, you can see the Year to Date figures for contacts made on targeted and non-targeted customers and a percentage of face to face contacts made on targeted customers.

Underneath  there is a breakdown of contacts by type – face to face calls and meetings. Alongside  there is a chart showing the percentage of different specialities of targeted customers that were contacted for Year to Date.

At the bottom of the report, there is a chart showing the total number of targeted customers seen categorised by the frequency of visits to these targeted customers. And to the right, the chart shows the coverage and frequency  for the last 12 months.

On the right hand side, the report shows influence mapping for a selected account in the filter. The visual shows how the different influencers relate to an account and who has a bigger influence than the other based on their score represented by the thickness of the lines. Colours of the lines can also be configured to show other influencing factors.

The user can choose to look at further details of calls made to the targeted customers by each frequency of visits, by clicking on the “Target Customers” tab. In this tab, the user can filter the list of targeted customers by the accounts they belong to and by the frequency of visits to these targeted customers.

To see  further details,  including address, telephone number, when  the calls were made to  a chosen customer or which employee made those calls and when,  just select the customer from the filter  alongside.

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