Review consumables.
Purchases fell from €90k to €54k, even as the customer's total purchases rose.
All features
Understand how
Understand how
your sales are changing.
See how sales changed
across the business.
Sales insights is the ERP / BI add-on to Q-Sales. It uses connected order, invoice, customer and product data to help you understand how sales and purchasing patterns change over time.
Start with the business overview, then explore the customers and product groups behind a change. Together with customer dialogue, this gives you a basis for deciding where to follow up. The example below follows that path.
Total revenue · Q2
€1.98m
+10% vs. Q1
Equipment growth offset
lower consumables sales.
€1.80mQ1
€1.98mQ2
| Product group | Q1 | Q2 | Change |
|---|---|---|---|
| Consumables | €900k | €810k | −10% |
| Equipment | €600k | €870k | +45% |
| Other | €300k | €300k | 0% |
The customer below is included in these business totals.
How one customer's
purchases have changed.
A growing total can hide a change in what a customer buys. Here, total purchases rose slightly while consumables fell by 40%.
ONE CUSTOMER · TWO QUARTERS
Q1€180k
Q2€186k
+3.3%vs. Q1
Inside the same €186k
Consumables
−40%Equipment
Other
Review the decline
in consumables purchases.
Signals can be configured around agreed conditions, recipients and timing. This example illustrates a change; it does not prove why the customer is buying differently.
Review what the customer
said about their plans.
Meetings, calls, email and CRM history add another perspective. Bring previous conversations and agreements into your preparation, alongside the change in purchasing.
“We're opening a second location. Our ordering will look a little different for a while.”
The customer's expansion gives you a point to follow up.
The expansion may help explain the change in purchasing, but the figures and meeting alone do not establish the cause. Use both to prepare a conversation about how the customer's needs have changed.
SETUP AND DATA
Analysis and
signal setup.
What does the analysis cover?
The ERP / BI add-on uses connected business data to explore customer development, sales trends and product mix. Revenue, order counts, average order value and period comparisons are examples of the measures that can be used. The available analysis depends on your connected data.
What can trigger a customer signal?
A drop in purchases, a period of inactivity or a change in buying patterns can prompt attention. Conditions, recipients and delivery timing are configured around the business need and the available source data.
How do signals reach the team?
Signals can be sent to designated users, with email as one supported delivery option. Daily, weekly or monthly timing and recurring summaries can be configured where the data and use case support them.
Where does customer context come from?
Q-Sales combines business data with meetings, calls, email and CRM context. HubSpot and Salesforce support two-way sync. The sources and integration setup are agreed for your implementation.