Sales & CRM Analytics
Make pipeline, forecast and customer potential visible instead of guessing in the CRM.
We build analytics on top of Salesforce or HubSpot that make pipeline quality, forecast accuracy and customer potential visible. Sales leadership and field teams work with the same reliable numbers.
- More realistic revenue forecasts for planning.
- Early detection of stalled opportunities.
- Better prioritization of customers with potential.
forecast accuracy
time spent on pipeline reviews
identified cross-sell potentials
for sales reps and leadership
The business case is based on avoided forecast misses and time saved on reporting.
- 01
Check CRM data quality
We assess how cleanly opportunities and contacts are maintained in the CRM.
- 02
Define metrics
Pipeline, conversion and forecast metrics are defined together.
- 03
Build dashboards
We develop dashboards for sales leadership and individual teams.
- 04
Sales trial
Selected teams use the analytics in the weekly pipeline review.
- 05
Full rollout
After positive feedback, the entire sales organization is connected.
Steps
Data sources
Stakeholders
From first data access to production – every step delivers a tangible interim result.
CRM data
Opportunities, activities and contacts from Salesforce or HubSpot.
Order data
Closed orders from the ERP to reconcile against the forecast.
Customer master data
Industry, size and segment information on customers.
Pricing data
Quote and discount information from the CPQ system.
Marketing data
Campaign and lead data from the marketing automation tool.
Activity data
Calls, meetings and emails as an indicator of customer contact.
Sales leadership
Steers teams based on reliable pipeline metrics.
Executive management
Gets more realistic revenue forecasts for company planning.
Field sales
Spots own potential instead of maintaining the CRM only for reporting.
Controlling
Reconciles forecast and actual revenue automatically.
More realistic revenue forecasts for planning.
Early detection of stalled opportunities.
Better prioritization of customers with potential.
Less manual pipeline analysis in Excel.
Consistent sales controlling across all regions.
With a solid data foundation this use case gets faster, cheaper and far more stable.
Clean data models consistently connect CRM and ERP data.
Automated data upkeep reduces manual CRM updates.
Historized data enables real forecast-accuracy analysis.
Role-based access protects sensitive customer data.
Management cockpit
Sales metrics flow directly into the management cockpit.
Planning & forecast
Pipeline data improves revenue planning in the forecast process.
KPI framework
Sales metrics follow the same definitions as the rest of the reporting.
Management Cockpits
Revenue, margin and cash at a glance – updated daily instead of once a month.
Finance & Controlling Reporting
Month-end close and cost-center reports without an Excel marathon at the start of the month.
Production & OEE Reporting
Availability, quality and performance as a metric instead of gut feeling.