Incentive Building Blocks - Sales Analytics - Continued

The following as examples are the kinds of actionable intelligence that can result from proper analytic planning:

• Segmenting Sellers and Customers – Identifying channel performance tiers, decile breakdowns, and uptrender/downtrender reporting.
• Dashboard/Scorecard Reporting – Developing a set of standard metrics to be used to determine the effectiveness of the program and displaying sales results to participants in near real-time to be able to influence the success of the program. Included can be sales, margin, average sale amount, number of customers, etc.
• Promotion Analysis – Reporting and analytics around special promotions within a program to incent sellers and resellers to sell, or customers to purchase, specific products during certain time periods. For example, double points may be awarded if specific products are sold in a certain month. Reporting can show which sellers, resellers or customers respond to the promotion to earn the bonus points and can identify incremental sales generated during the promotion period.
• Trending Reports – Showing trends of sales that can be sliced and diced in a variety of ways; i.e. by customer, end-user, seller, reseller, market segment, region, location, product, etc.
• Strategic Marketing Analysis – Capturing customer and end-user sales data specific enough to allow for future promotional efforts targeted at unique market segments.
• Relationship Marketing – Creating custom and personalized communications for sellers, resellers and end-user customers to grow and enhance long-term sales relationships.
• ROI Analysis – Factoring in a variety of sales-related costs and performance metrics at program inception, allowing you to determine ROI at program completion.

This list can go on and on, but it points out the great opportunity that you have to grow sales through the proactive use of analytics to break down sales numbers, identify and target customers and markets, drive specific product growth, change strategies on-the-fly, and build stronger channel relationships.