In this article:
The Samples-to-Sales Conversion Report makes the connection from sample presentations to new placements.
How it works:
- When you create a sample sheet on SevenFifty, you can tag the accounts where the samples will be presented. (For more information on how to generate and tag sample sheets, see this article.)
- SevenFifty analyzes sales data to monitor for new placements of the products included on tagged sample sheets.
- The report calculates conversion rates by product, account, and rep, and tracks the number of bottles sold and revenue generated as a result of new placements.
The report has three views:
- Reps (Only available to Vendor Admins and Managers)
- The Samples since date is the start of the timeframe for which you are interested in reviewing samples-to-sales data. This defaults to 6 months back.
- The New placement window is the amount of time allowed after a product presentation for a sale to be counted as a new placement. This defaults to 60 days. Reducing this window to 30 days will generally reduce conversion rates while increasing this window will generally improve conversion rates, because you're giving reps more time to make the sale after the initial presentation.
- Sales Rep (only for managers)
You must click "Submit" after changing a filter to see the results.
Reading the results:
- On the Products view, Times Presented represents the number of times reps presented that product to buyers, following the Samples since date. This is calculated based on data from sample sheets. If a rep tags five accounts to a sample sheet, we are calculating that each product on that was presented five times. If across your company that product appeared on 10 sample sheets and each sample sheet had 5 accounts tagged, that counts as 50 "Times Presented".
- Each New Placement represents a new sale of that product to an account that was tagged on a sample sheet. The new sales must occur after the Samples since data and within the New placement window.
- The Conversion rate is the percentage of presentations, "Times Presented", that led to a new placement.
- The Bottles sold and Revenue is the total amount of the sampled product sold as a result of a new placement. This is not total sales across the company but total sales from the placement to the current date. This shows you the return on samples over time (including the reorders) and not just the amount sold at the time of the initial placement.
For the Reps and Accounts views, the same metrics are displayed relative to the rep and account.
You can click the number of Presentations for any product to see where the product was presented and who purchased it.
It is critical that reps tag accounts on their sample sheets. If accounts are not tagged, the report will display 0 results. Contact support for assistance training your team.