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When you open Analytics, a Summary view of the data in the underlying database displays in the grid. From this high-level overview, you can drill down into the lower levels of detail to understand what is happening in your business.
The first step is to filter the data. You can the then select and focus on specific data to deepen your analysis. You can repeat these steps and take other actions to deepen your analysis - you can drill all the way down into the transactions.
As you drill down into the data, the number of records in the grid decreases. The filters you apply display across the top of the grid, so you can track where you are and follow your train of thought, all the way down until you find the answers to your questions. When you find the answer to your question, you can take action.
The following two examples outline how you can use a combination of the Analytics features to drill down into your data. You can find detailed instructions in the related pages.
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You are analyzing your Sales database and see there is a decrease in revenue compared to last year. Firstly, you want to find out which Sales Reps are performing worse this year compared to last year.
You have identified the Sales Reps, now you want to know what key products are involved.
You identified the products, now you want to know which customers are involved.
At this stage, you have applied two filters to the data and are looking at a third dimension. Image AddedYou have identified the customers but you want to take a closer look at those with the lowest sales.
You can now see the transactions (lowest level of detail) for those customers, including the order and invoice numbers. But you need more information. Where are these customers based? Who is their Sales Rep?
You have added columns to the grid to get even more information, so now you can examine the data. For example, you might want to sort by Quantity or Margin in descending order, to see which Sales Rep is making the lowest quantity transactions or earning the lowest margin per sale. You found the answer to your question - it’s time to take action. You can speak to the Sales Reps in question to find out what’s happening. Perhaps you need to manage their performance or initiate a new sales strategy. |
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You want to find out if there are any customers whose pattern of behavior is changing, in particular, declining monthly sales (buying less products month on month). Firstly, you want to find out if there are any such customers.
You have over 13,700 customers, so you need to narrow down the list before you can find the pattern of behavior. You can filter the data in the grid by condition.
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You now have filtered the data to display a list of |
64 customers that exhibit the behavior you are concerned about. The filters you applied display in the header above the grid. Image AddedNext, you want to find out what products are involved.
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You can now see a summary of sales for those |
two products in a trend over time but now you want to compare each customer side by side across those products.
You can now see the customers with their total sales, along with the sales for each of the two products. Image AddedFrom here, there are |
several paths you can take, for example:
You got some insights |
into the behavior of your customers, it’s time to take action. You have the opportunity to interrupt this declining trend in sales now |
before it is too late and you lose the customers. You might want to change the current sales strategy or implement other initiatives to stimulate sales. |