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Siebel Analytics Sales Business Scenario

This scenario is an example of a process flow performed by a sales organization's vice president, sales manager, and sales representative. Your organization may have a different process.

Vice President of Sales

The vice president of sales uses Siebel Sales Analytics to obtain information about the effectiveness of the high-level sales strategy. The vice president begins by accessing the Pipeline Analytics dashboard to examine information about the current pipeline, actual revenue, and forecast revenue in relation to historical benchmarks. The vice president can use this information to determine whether the organization is likely to achieve its quarterly sales target.

The vice president observes that the organization is ahead of actual revenue but behind on forecast revenue and pipeline. The vice president accesses the Competitive dashboard to view information about wins by and losses to competitors, and observes that one competitor's product is doing well this quarter.

Next, the vice president accesses information about demand generation. The vice president will use this information to help determine how to increase the number of leads coming into the pipeline. The vice president then examines information about sales leads, and sees several charts that indicate the success of a recent campaign for a new product. The campaign produced a significant number of new leads that the organization is now working with.

The vice president then contacts the vice president of marketing for information about running a similar campaign, targeted to emphasize the strengths of the product over the competitor's product.

Sales Manager

Every day, the sales manager accesses the Pipeline Analytics dashboard and reviews a chart that shows forecast sales, sales quota, and actual sales for every sales representative. This provides a detailed overview of team performance and identifies sales representatives that may need assistance.

The sales manager observes that the team is generally on target, and then accesses the Sales Effectiveness dashboard to look at other performance indicators for each sales representative, such as sales cycle, close rate, win rate, and average discount.

The sales manager observes that one sales representative has a below-average win rate and an above-average discount. To help the representative optimize sales efforts, the sales manager decides to help the representative improve selling skills.

Sales Representative

Every morning, a sales representative accesses the pipeline analytics overview to examine the overall health of opportunities in the pipeline. The representative looks at a chart that shows forecast sales, sales quota, and actual sales. The representative also views a list of the top ten opportunities in the current quarter and a funnel chart that shows the value at each stage of the pipeline. The representative uses this information to identify gaps that should be closed to keep the pipeline full.

The representative observes that forecast sales are slightly lower than quota, and that the value of late-stage opportunities in the funnel chart is not high enough. The representative wants to increase the value of the opportunities in this quarter to achieve quota. To determine the products that have a high attach rate to the products in the current opportunities, the representative accesses the Customer dashboard and examines the cross-sell candidates chart. This allows the representative to select products that can be introduced to customers on the next visit.


 Siebel Analytics User Guide 
 Published: 18 April 2003