Sales and Margin Reporting
Revenue and margin, live from S/4HANA
Sales reporting earns its keep when it shows margin, not just revenue, by the same cuts the sales team is measured on.
The problem
Sales dashboards come from the CRM and show pipeline and orders. Margin comes from finance a month later. Price, discount and rebate effects are invisible until the quarter closes. Regional and product views use different hierarchies, so the totals never match and the meeting is spent reconciling rather than deciding.
What good looks like
Revenue to margin in one view
Orders, invoices, cost and margin by customer, product and region.
Price, volume and mix explained
Why margin moved, not just that it did.
Pipeline and actuals together
What is closed, what is likely, what is at risk.
The same hierarchies as finance
So the sales number and the finance number are the same number.
How we approach it
Step 1
Agree the customer and product hierarchies with sales and finance, once.
Step 2
Build the sales data model in SAP Datasphere from S/4HANA sales and profitability data, joined to the CRM.
Step 3
Build SAP Analytics Cloud dashboards with price, volume and mix analysis.
Step 4
Reconcile to the P&L and hand over.
Built on
SAP Sales Cloud or Salesforce
Pipeline and account data.
Standard content we start from
SAP ships Sales Analysis for SAP S/4HANA on Datasphere and SAP Analytics Cloud, built on sales document and billing document items: sales volume, credit memos and cancellations, net sales volume, net profit margin and net sales cost by customer, incoming orders and returns. The Sales Analytics best practice content adds open orders by organisation, customer and product, return reasons and quotations, and Receivable Management adds disputes, collections and credit exposure.
We start from Sales Analysis, then join the CRM for pipeline, add price, volume and mix analysis, treat rebates where accruals exist, and align the hierarchies with finance so the two numbers agree.
Questions people ask
Talk to us
If sales and finance report different margins, the hierarchy is usually the reason.