Tip #1207 – Using Sales IQ to Identify Sales Problems

/in /by

The dynaMACS  Sales IQ feature is a powerful tool that allows you to monitor and analyze all of your sales and commission performance.  Did you know you can also identify customers that have not bought in a period of time?

Example

In the following example we will look at a quick and simple way in Sales IQ to see what customers have not purchased from a particular manufacturer in the past three months.

  1. From the dynaMACS main screen select the Sales IQ button.Main Screen
  2. From the Sales IQ Home screen select the Manufacturers tab.Sales IQ Home 1
  3. As you can see in the list of manufacturers displayed below, there are 4 manufacturers with a negative YTD Variance, B.C. Industries being one of them.
  4. To view the customer sales activity for this manufacturer we will select and right click on the manufacturer B.C. Industries and then select Show Customers from the drop down box.Sales IQ Home 2
  5. From the Sales IQ:  Drill-Down (1) Manufacturer>Customers screen select 3 Months from the No Sales Activity In: drop down box which is in the lower right hand corner of the screen.
  6. Select the Refresh button.Sales IQ Home 3Note
  7. The list will refresh displaying the 15 customers that buy from B.C. Industries that have NOT purchased in the past 3 months.
  8. As you can see, the YTD Variance is a negative value in most cases.
  9. The customer All Others displays the combined values of all other customers that HAVE purchased from B.C. Industries in the past 3 months.
  10. The last two columns show what percent of the total sales for B.C. Industries each customer represents, this Year-To-Date and Last Year Total.  Using these values you can determine the significance of each customer.Sales IQ Home - Drill Down 1
  11. By using the Up  or  Down  arrows in the upper left hand corner of the screen you can quickly go from manufacturer to manufacturer to identify other customers meeting the same criteria of no sales in 3 months.Sales IQ Home - Drill Down 2

Case Study: Metra Associates Inc.

/in /by

“I wish we would have started using dynaMACS years ago. It’s a great tool, and everyone loves it.”

Herb Schneider, General Manager
Metra Associates, Inc.

Metra_LogoClient Challenge

They say hindsight is 20/20. Looking back, Herb Schneider, General Manager of Metra Associates, wishes he had started using dynaMACS years ago. However as many people are when it comes to technology, “I’m a creature of habit, I didn’t want to change,” Schneider explains. He was concerned about losing valuable historical data when transitioning to the new software; and was so familiar with the keystrokes of the previous CAS software that he thought the data entering process would not be as user friendly.

METRA_Associates_StatisticsdynaMACS Solution

A few months ago, Schneider “bit the bullet.” “I wanted the sales reps to have up-to-date information, and we simply couldn’t do that with the old software. dynaMACS would enable me to distribute data on each territory electronically to reps. There would be no waiting for paper reports, no sifting through paperwork to find crucial data. dynaMACS provided so many benefits that outweighed my reluctance to make the switch.”

Now that Schneider and his sales force have been using dynaMACS, the consensus is “I wish we would have started using dynaMACS years ago. Everyone – the sales reps, the sales manager, the owner and I – love it.”

Regarding the transition, Schneider says it couldn’t have gone smoother. Within an hour, all of the agency’s historical data was transferred with no losses.” As for the learning curve involved in using new software, “It was a non-issue. I had a quick training session with dynaMACS support, and we were up and running with no down time and no lost productivity.” In fact, the agency is more productive than ever.

Schneider filters data from commission reports by territory and sends to sales reps via email. Schneider and the outside sales manager access data in real-time via the company network, and can slice and dice information by manufacturer, customer or sales rep, and drill down for more details. “We couldn’t be happier with the product and the dynaMACS support team, who is always available to answer questions.”