This blog presents a few simple examples of how ranking can reduce the time needed to highlight areas of business that might be challenges or opportunities and take action accordingly. Imagine a dashboard that shows top 10 and bottom 10 customers according to sales revenue.
Why might a customer be in the top 10, and how might that influence a sales person’s future activity?
- Successful and/or growing business – that is a good thing!
- Keep those orders coming! Ensure that supply chain and inventory are going to be able to keep up with future demand. Look for additional opportunities with the customer to help them grow their business.
- Review sales, advertising, and promotions strategy and replicate with other customers.
What about a customer in the bottom 10?
- Does the customer need help understanding or selling specific products? Perhaps the customer needs product training or would benefit from selling a different mix of the company’s products.
- Is there a problem? Perhaps the customer is dropping the products or has switched to a different supplier. The salesperson might need to find out what is wrong and make amends.
- Perhaps the customer is having general challenges with business volume. In this case, the salesperson might consider strategizing with the customer to implement special promotions to help increase business.
Ranking is even more powerful if Business Intelligence is organized to look at changes in a customer’s position. These are a few basic examples from an I.T. professional, but I hope they serve to demonstrate why ranking can be useful in a dashboard or report.
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