A sales project that represents a customer's purchasing needs should not only support sales activities through activities and tasks, but, in particular, should make the expected economic success calculable.
This happens on the one hand by entering a project volume and on the other hand by the calculation of the probability of closing the project. In addition, the contribution to the business success should also be linked to a "financial period". The latter can be achieved for open projects by entering or continuously updating the closing date. In the case of completed or won projects, it is the time at which the project was won.
But what happens when the projects run over a longer period of time, such as partial or periodic payments for a subscription?
In this case, you can divide the project volume into several individual points in time, or divide volumes into recurring dates according to specific patterns. To enter project volume, click on the "+" symbol next to the project volume field in the edit mode of the project detail view:
The window that then opens has the following appearance:
At the top you can see two tabs. We will first look at the left one:
Split volume into fixed dates
A window will open with an empty position, which you can fill out:
- Date - enter the date on which this volume will be effective.
- Volume - enter the volume that correlates to the entered date.
- Contribution margin - if your SELLSATION version has been configured to enter a contribution margin, you can enter the contribution margin here.
If you want to add more positions, click on the "+" symbol at the bottom left. To delete a position, click on the "x" to the right of the position.
The sum of the volumes as well as the contribution margins appear below the table.
In the example above, the original volume of € 400,000 was divided into 3 dates. Please note that the original volume entered at the project level will always be replaced by the sum of these after entering the individual items.
Then save the entries by clicking OK. After the project has been saved, the project details view shows the total volume and the partial volumes, including the effective times. You can open and close this view by clicking on the arrow button next to the volume.
As a sum alone:
As a detailed list:
Split volume with a rule according to dates
In the second tab of the window, a periodic rule according to dates can be entered:
The two fields, volume and contribution margin, relate to the (partial) volume and the (partial) contribution margin, which must be divided periodically. These amounts do not necessarily represent 100% of the project volume, the sub-volumes entered manually in the previous step remain in the list and the amounts split in this step are added to the list by clicking on " Add Overview / Position ".
Select the interval and the time in the middle and the frequency or time at which the rule ends on the right.
After clicking on Overview / Position, all partial volumes are listed chronologically in the left tab:
You can repeat the process of periodic splitting to add another rule at any time.
Distribution of the project volume by product categories
As an additional dimension to the more detailed analysis of the sales success, the project volume can be proportionally assigned to the product categories involved. The prerequisite for this is, of course, that your SELLSATION client has been set up accordingly and the product categories have been created. If this is not the case, please contact your administrator.
In this example, our SELLSATION client is configured so that sales projects typically include multiple product categories. If we now carry out the same steps in this configuration, we now see the option in the window to make further divisions of the volume:
You will now see an arrow to the right of the amounts in the list of the scheduled partial volumes. After clicking on this, another window will pop up, which will allow you to distribute this partial amount proportionally to the individual product categories. Here are two ways you can link the product categories with the proportionate volumes.
Show all product categories
This input option is recommended if you only use a few product categories. The advantage of this view is that you can see the entire product range at a glance without having to make a selection beforehand. You can now enter values in the corresponding empty fields. Of course you can also enter a contribution margin here if SELLSATION is prepared for it.
In this example, the amount of 150,000 euros, which is expected on 06/11/2019, was split between the individual product groups.
Select product categories
We recommend this input option if your product range is larger and the entire list would be too long to scroll through. In this case, select the individual product categories by entering the name (including parts of it) and clicking on the plus to the right to add this category to the list.
The partial volumes for selected product category are then simply entered in the reduced list.
Use a rule to split volumes between dates and product categories
As described above, project volumes can also be broken down into product categories for recurring expected payments. To do this, select again the tab "Split volumes with a rule according to dates":
Here you will again find the symbolised down arrow to the right of the volume field. After clicking on this, the input mask for the partial volumes related to the product categories is opened.
The input masks are the same as described above. The difference lies in the fact that the entered partial volumes are automatically stored according to the product categories and the rule that was set.