The Sales Analysis module is the reporting and visualization hub in ShareBuilder CRM. It centralizes actuals, pending, forecasts, and budgets, providing managers with the clarity needed to guide sellers and align organizational strategy.
Key components:
Quick View: Fast comparisons of actuals vs. forecasts, pacing, and year-over-year (YOY) performance.
Forecast: Combines pending entries, historical behavior, and manager adjustments.
Budgets: Targets set at the seller, account, or station level, tracked alongside actuals.
Product Categories: Breaks revenue down by offering type (e.g., digital, radio, TV).
Account Billing: Links sales activity with invoiced advertiser revenue.
Aging: Monitors unpaid receivables across standard aging buckets.
Contracts: Tracks advertiser agreements and long-term commitments.
Export: Enables offline reporting and portfolio-wide analysis.
For managers, Sales Analysis is more than a reporting tool - it is a decision-making and coaching platform.
Clarity & Alignment: Everyone (sellers, managers, GMs, executives) sees the same numbers, shifting conversations from “what’s real?” to “what’s next?”.
Pipeline Accountability: Comparing pending, forecast, and actuals reveals whether sellers are pacing correctly toward their goals.
Coaching with Insight: Drill-downs by seller, account, or category highlight where activity or revenue gaps exist, fueling better one-on-ones.
Strategic Forecasting: Combines seller-entered pending with manager calibration, balancing data with judgment.
Early Risk Detection: Aging and pacing views let managers spot problem areas before they impact revenue.
Cultural Discipline: Clean categories, accurate budgets, and consistent data entry build trust in reports across the organization.
Sales Analysis ensures managers lead with facts, not assumptions, and keep teams aligned on shared goals.
Managers can maximize the value of Sales Analysis by:
Monitor Pacing with Quick View
Compare actuals vs. forecasts, pending, and budget progress.
Drill down by seller, station, or category to identify gaps.
Use Forecasts Strategically
Review forecasts that blend pending, historical data, and your adjustments.
Calibrate forecasts regularly to keep them realistic yet challenging.
Align Sellers to Budgets
Reinforce accountability by tracking % to goal at the seller or account level.
Use these insights during one-on-ones and performance reviews.
Coach from the Report Card
Leverage activity and funnel data alongside financial performance to coach sellers on both effort and outcomes.
Spot Risk with Aging & Contracts
Track unpaid receivables to ensure collections don’t lag.
Use contract tracking to monitor fulfillment and prevent surprises.
Export for Broader Analysis
Export data for quarterly reviews or multi-market comparisons to align station or group strategy.
