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ID683 - Sales Opportunity MIF Report Explanation & Sample

Deciding on whether a sales person is successful because they have better selling skills or work ethic versus they just have a great territory can be a challenge. The opposite is also true, are they not making it because the territory just stinks? We teamed up with Tom Callinan to create this report using the assumptions he presents in his training seminars.

Also knowing how many territories you should have is important. Too few and the reps have it easy just waiting for prospects to call in, too many and you're facing a turnover issue as reps struggle to meet quota.

This process will calculate a sales opportunity ‘value’ for each machine in a territory based upon the model category (segment) assigned. The model categories each will be assigned an AvgSellingPrice (determined by you), an AvgTurnRate in months (how long a model segment typically is in the field before being upgraded), and a RetentionRate expectation (95% is recommended assuming 5% of the base gets lost due to bankruptcy, account closing, bad server ...things out of the reps control).

The equipment is broken out by Model Category so you must subscribe to and update your Model Categories via ID295/Model Mapping App.

Below is sample figures for the valuation method. You will need to enter Avg Price, Turn Rate & Retention Rate via the ID295/Model Mapping App:

Model Type

Model Class

Model Segment

Model Category   

Avg Price

Turn Rate

Retention Rate

BW

MFP

1

DIG-BW-01

991

43

0.95

BW

MFP

2

DIG-BW-02

3893

39

0.95

BW

MFP

3

DIG-BW-03

7033

40

0.95

BW

MFP

4

DIG-BW-04

10269

41

0.95

BW

MFP

5

DIG-BW-05

16215

41

0.95

BW

MFP

6

DIG-BW-06

23791

60

0.95

BW

MFP

1

ANL-BW-01

991

43

0.6

BW

MFP

2

ANL-BW-02

3893

39

0.6

BW

MFP

3

ANL-BW-03

7033

40

0.8

BW

MFP

4

ANL-BW-04

10269

41

0.85

BW

MFP

5

ANL-BW-05

16215

41

0.85

BW

MFP

6

ANL-BW-06

23791

60

0.85

BW

Printer

1

PRI-BW-01

785

48

0.8

BW

Printer

2

PRI-BW-02

785

48

0.8

BW

Printer

3

PRI-BW-03

785

48

0.8

BW

Printer

4

PRI-BW-04

785

48

0.6

Color

MFP

1

COL-CO-01

3893

42

0.6

Color

MFP

2

COL-CO-02

8520

42

0.6

Color

MFP

3

COL-CO-03

9011

42

0.8

Color

MFP

4

COL-CO-04

17503

42

0.8

Color

MFP

5

COL-CO-05

38010

42

0.8

Color

MFP

1

BCO-CO-01

3893

42

0.95

Color

MFP

2

BCO-CO-02

8520

42

0.95

Color

MFP

3

BCO-CO-03

9071

42

0.85

Color

MFP

4

BCO-CO-04

17503

42

0.85

Color

MFP

5

BCO-CO-05

38010

42

0.85

Color

Printer

1

PRI-CO-01

1484

48

0.6

Color

Printer

2

PRI-CO-02

1484

48

0.8

Color

Printer

3

PRI-CO-03

1484

48

0.8

Color

Printer

4

PRI-CO-04

1484

48

0.8

Requirements:

1. eAuto equipment record must have install date so it can properly calculate the potential.

2. Subscription to our alert ID320 for sales rep assignment mapping. We use this mapping info for tables used on this Sales Oppt MIF Report. If you don't have separate CRM or territories, this MIF will use sales rep assigned to customer record in eAuto.

3. eAuto Model Category to be updated per ID295 Mapping App

4. Be sure you are subscribed to our alert ID157 to ensure all equipment not on contract and not serviced in X days has been marked as inactive (otherwise the waters will be muddied!)

5. In order to exclude ship in's or out's from territory value, please use status of OR territory named "Ship In" of "Ship Out" so these can be filtered out from MIF Report.

**Once alert is activated by CEO Juice, your report will be located in your SQL Reporting Services**

Results of report are always after the last full month, should refresh monthly. Here are available filter settings:

(right click on images to open in URL and see in larger format)

1.png

1. The Filter 'Priority' Equipment based on Proj Turn Date <= will only highlight equipment by priority on the report, it is not a filter in/out of report function

2. Select any on of these three filters available to exclude equipment from your territory. (Typically this out of area equipment is set up in eAuto with either a unique territory, bill code or equipment status.)

 

Here is a sample of most of the report, there is so much in this report we can't put it all on this post!

(right click on images to open in URL and see in larger format)

 

 

 

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