PROFIT & GROWTH ANALYTICS
See where your salespeople win, and where they give margin away.
In most sales meetings, stories win, not numbers. In five to seven weeks, we show where each salesperson wins and loses, where discounts and price deviations cost margin, and what conversation each salesperson needs.
Hit rate and win/loss per salesperson, product group and price class
Conversation prep per salesperson, ready for the sales meeting
Power BI report in your own environment, no vendor lock-in
Fixed price upfront: Data Quick Scan €3,500, Commercial Performance from €29,000 excl. VAT
We never share your data with third parties
Why judging salespeople on revenue falls short
Most B2B organizations assess salespeople based on revenue and impression. But revenue says nothing about the quotes that were lost, the discounts that were given away, or the prices that vary per customer. That data sits in the ERP, scattered across quotes, orders and price lists, so nobody puts them side by side. Commercial Performance does that: wins and losses, discounts and price deviations per salesperson, with a substantiated conversation prep for each person.
What customers recognize
"Our best salesperson turned out to be mainly our biggest discount giver. We only saw that when quotes and discounts per salesperson were next to each other."
Client, anonymized
Judging on revenue, or on what happens per quote
The old approach
Salespeople assessed on revenue and impression
Lost quotes disappear without analysis
Discount as standard response to pressure
List prices on paper, net prices in practice
Price deviations per salesperson out of sight
Sales meetings about stories, not numbers
"He gets along well with his customers" as assessment
Declining hit rate only visible when revenue drops
The Novarix approach
Hit rate per salesperson, product group and price class
Win/loss analysis per quote, with loss reasons
Discount cascade from list price to net price
Price deviations per article and per salesperson
Lead time from quote to order, with trend
Conversation prep per salesperson for the sales meeting
Decisions based on numbers
Daily refresh, immediate alerts
Our approach in four phases
From initial data assessment to delivered report: four phases, five to seven weeks, fixed price. No surprises along the way.
PHASE 0 - BEFORE THE PROJECT
Data Quick Scan
Assessment of quote, transaction and price data
Determination of whether loss reasons and discounts are recorded usefully
Written advice + quote for the main package
Amount credited if you proceed
PHASE 1 - WEEK 2-3
Build data model
Connect quotes, orders and price lists
Load salesperson assignment, including historical changes
Build discount cascade from list price to net price
Data model ready for daily refresh
PHASE 2 - WEEK 4-5
Analysis and validation
Calculate hit rate, win/loss and lead time per salesperson
Show price deviations per article and per salesperson
Create scorecards and conversation prep per salesperson
Review interim results
PHASE 3 - WEEK 6-7
Delivery and handover
Power BI report in your own environment
Management presentation with recommended interventions
Documentation of data model and definitions
Two weeks of support, plus an intake for optional ongoing guidance
Why Novarix for a sales analysis
We build a diagnosis your sales meeting can start with on Monday morning: who wins where, who gives what away, and what conversation that requires.
The methodology comes from practice: our models run in production at B2B distributors and manufacturers in four countries, built on real quote, order and price data. No abstract analytics: concrete conversation prep per salesperson.
We never share your data with third parties
Fixed price upfront
No open-ended commitment, no hourly billing. The price is fixed before we start.
Your own environment
The report runs in your own Power BI. Model and data are yours, no vendor lock-in.
Proven methodology
Developed and running live at multiple B2B organizations.
Concrete outcome
Won and lost business and discounts per salesperson in euros, ready for conversation.
Short turnaround time
Five to seven weeks from start to delivered report.
Optional guidance
After delivery, we can act as your sounding board every month.
Package and investment
Package contents
Power BI report with scorecard per salesperson: hit rate, revenue, margin and lead time
Win/loss analysis per quote, with loss reasons
Discount cascade analysis from list price to net price
Price deviations per article and per salesperson
Conversation prep per salesperson for the sales meeting
Management presentation with recommended interventions
Data model ready for daily refresh, including documentation
Two weeks of support
Investment
Two steps:
1
Data Quick Scan - entry point
€3,500
Two-day data assessment. Every diagnosis starts with this: so it's clear upfront whether the data can support the analysis. Credited if you proceed.
2
Main package - fixed price
From €29,000
excl. VAT, starting price for companies up to €20 million in revenue, final price after the Quick Scan.
Why this pays off
The diagnosis shows per salesperson and per item in euros what sharper pricing and fewer untargeted discounts deliver. This way the investment is measured against concrete amounts: not a cost item, but measurable returns.
Customer experiences
Frequently asked questions
Answers to your questions.
Questions we often receive before starting a Commercial Performance project.
We never share your data with third parties
Which organizations is Commercial Performance suitable for?
For B2B organizations with five or more salespeople, where quotes are recorded in the ERP or a quote system and where pricing discipline and hit rate are under discussion. Typically companies with €5 to €100 million in turnover, with a Power BI environment or willingness to set one up. Looking for a lighter entry point? Check out Margin Recovery first.