Cross Sales Analysis Report

Screen ID:  Screen Title:  Panel Number: Report Name:

LTKPER-01 Cross Sales Report 3460 LTKPE1

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Access this screen by selecting Tool #321: Cross Sales Analysis Report.

Want to know who on your staff is getting out there and making the sales on your Cross Sales tasks to offer commission bonuses? Or who is closing the deal? This robust report gives you the information you need to reward your high performing employees. You can even add the incentive amount to calculate the commission bonus for you.

This report can take a while to run, so please be patient.  If CU*BASE is in the process of running the report for you, you will get a warning message.  See below for a tip on running the report for results for multiple employee IDs.

• TIP:  To filter this report for multiple employee IDs, use the Select button next to the Employee ID field.  This will allow you to access a screen where you can select one or more employee IDs.  Hold down the Ctrl key to select more than one ID.  Then use Select to return to the selection screen.

This reports effectiveness comes from its multiple filter options that make it flexible enough to meet to needs of your credit union. It uses the strengths of the Sales Tracker by monitoring the conversations on your member account’s Sales Tracker (or Sales Trackers if the account has more than one Sales Tracker). For example, you can find out who is starting and closing a deal by entering your starting and ending Memo Types (for example “Initiate” and “Approved”). The report allows you to specify a range of dates so you can, for example, only include conversations during a specific promotion. It even allows you to configure separate date ranges for the starting and ending point so that you could conceivably filter for approvals during the month of June while at the same time looking at initiations occurring up to 45 days prior to the approval.

Enter your filter options to limit your results and press Enter to generate the report.

A Note on Incentives

For the best results, we recommend that you use Configure Cross Sales Incentives (Tool #241: Configure Cross Sales Incentives) to set up your incentives program. If cross sales incentives have been configured, select Use configured incentive amount to generate a report that includes and totals the incentive amounts as set up.

If you have not configured cross sales incentives, we recommend that a Memo Type code be selected, and preferably a need group/task combination as well unless you pay the same dollar amount for every product/task. You can then use the Override incentive amount field to enter the desired incentive amount. This gives you the most flexibility when determining how you want to incentivize cross selling products and services. If you are using the report or the dashboard to calculate what an employee earned and you offer different incentives based on whether they initiated or ended a deal, you will need to run the report/dashboard two different ways to get an accurate total.

How Do I Save/Retrieve My Report Settings?

For more details on setting up this feature, refer to the Automating Reports and Queries booklet. 

This report can be used with the “Report Scheduler,” a time-saving automation feature that allows you to select and save the filters you use to run several commonly used reports and then set these reports to be run automatically by our operations staff on the first of the month.  Or you can save the settings and run them manually by yourself at any time.

To save your report settings, first select your filters, including printer (can be a physical printer or the HOLDxx or MONTHxx OUTQs) on any of the selection screens for this report.  Then select Save Settings (F24).  On the next screen name your settings (we recommend adding your name!), and designate whether you wish to run this manually or if you wish for operations to run the report.  At a later time, use Retrieve Settings (F23) to populate the screen with the settings you have saved.  You can also edit your settings using Retrieve Settings (F23). All saved settings can be viewed on the Report Automation: Standard Reports screen.    

• Note on Automation: Since the Cross Sales Analysis Report requires a Contact date range, when using the automation functionality the system will use the last full month. For example, if run on February 12, the system would use a Contact date range from January 1-31. At this time, automation cannot be used in conjunction with theExport report to file setting.

Field Descriptions

Field Name	Description
Starting Point (initiate, referral, contacted, etc.)
Memo Type	Enter the two digit code or use the lookup for the starting Memo Type. This is the Memo Type that is the starting point of the contact with the member. The most recent conversation with this Memo Type (prior to the ending point Memo Type entry) will appear on the report. (For example, if there are two initiate Memo Types conversations prior to an approved Memo Type, only the most recent will appear.) Leave this field blank if you wish to include all conversations on the member’s Sales Tracker prior to the ending point Memo Type.
Exclude conversations more that xx days prior to the ending point	This field allows you to restrict the data to a specific number of days prior to the date that the ending point Memo Type (see field below) was recorded on the Sales Tracker. Enter a number of days in this field. This allows you, for example, to filter only for conversations where only 45 days have passed between when the sale was initiated and when it was closed.
Employee ID	This field allows you to filter only for conversations by a specific employee ID or multiple Employee IDs using the starting point Memo Type. To filter for multiple employee IDs, use the Select button to access a screen where you can select your employee IDs.  Hold down the Ctrl key to select more than one ID.  Then use Select to return to the selection screen. Leave this field blank if you want to include all employee IDs.
Ending Point (approved, processed, closed, etc.)
Memo Type	Enter the two digit code or use the lookup for the ending Memo Type. This is the Memo Type that is the ending point of the contact with the member.
Contact dates from xx to	Enter a date range to filter the data. Only conversations during this period will be included. These fields must be used in conjunction with another. You cannot, for example, enter a starting date without an ending date.
Employee ID	This field allows you to filter only for conversations by a specific employee ID or multiple Employee IDs using the starting point Memo Type. Use the Select button to select one or more Emp IDs. Leave this field blank if you want to include all employee IDs.
Use configured incentive amount	Select this check box to have the report calculate incentives based on the configured amounts set up in the Configure Cross Sales Incentives feature (Tool #241: Configure Cross Sales Incentives). The system will automatically retrieve those configured amounts and calculate the totals based on the other report parameters used.
Override incentive amount	If you are running the report for what if calculations, enter a dollar amount here. This will override the configured incentive amounts to provide a total based on the other report parameters used. Note: for what if calculations, we recommend using the Cross Sales Analysis Dashboard for greatest flexibility and ease.
Additional filters
Sort/count by	Need Group/Task # (1) - the data will be sorted by the conversation Need Group first and then by Task. If a Task # is entered in the field below, you must select this sort option. You can, however, leave the Task # field below blank and use this option if you wish to view all of the lending group tasks. After this initial grouping, the data will then also be sorted by account base. Starting Point Branch/Employee (2) - the data will be sorted first by the employee branch (based on vault # from the employee ID record) and then by the employee ID who entered the “starting point” Memo Type entry on the Sales Tracker, then by Need Group/Task and finally by account base. Ending Point Branch/Employee (3) - the data will be sorted first by the employee branch (based on vault # from the employee ID record), then by the employee who entered the “ending point” Memo Type entry on the Sales Tracker, then by Need Group/Task and finally by account base.
Need Group	Enter the two digit code or use the lookup for the Need Group. Only conversations with this Need Group will be included in the results. This field is required if a Task # is selected. You can, however, select to enter a Need Group without aTask #, for example if you just want to see all loan related task on your report. Leave this field blank to include all Need Groups.
Task #	Use the Select button to select one or more tasks. Only conversations with this Task will be included in the results. If this option is used, the Sort/count by option must be set to "Need Group/Task #."
Member account	Enter a member’s account number to filter for only conversations on this account’s Sales Tracker.
Export report to file	Check the “Export detail to file” go to the screen where you can choose to create a file that lets you use Member Connect to communicate instantly with these members via email and online banking messages, set up a marketing outreach via mailing labels and selective statement inserts, and track the responses via a telemarketing Tracker. This file will contain account base only. Or choose to export more data to use with CU*BASE Report Builder.

 

Report Sample

   9/24/15 11:35:08                                        ABC CREDIT UNION                         LXSIADB                PAGE

      Run On  9/24/15                           CROSS SALES ANALYSIS DASHBOARD LISTING                               USER ESTEBANC

  Contact date from:  8/24/2015 to:  9/23/2015

  Sorted By: Memo Type

             Need                                                      Contact

  Acct Base  Grp/Task  Task Description           Memo Type             Date      Employee                         Branch   Incentive

      13998   10   01  MBP                        AM Attempt Made      9/08/2015  01                                  01

      35659   10   01  MBP                        AM Attempt Made      8/27/2015  01                                  01

      57116   10   01  MBP                        AM Attempt Made      9/08/2015  01                                  01

      19555   10   10  GAP                        AM Attempt Made      9/10/2015  01                                  01

        129   15   01  SELL SOMETHING TO MEMBER   AM Attempt Made      8/25/2015  01                                  01

       7873   20   01  ACH - Direct Deposit       AM Attempt Made      9/10/2015  01                                  01         5.00

      37827   20   01  ACH - Direct Deposit       AM Attempt Made      9/10/2015  01                                  01         5.00

         30   20   70  enotices                   AM Attempt Made      9/04/2015  AD                                  01         5.00

       4355   20   70  enotices                   AM Attempt Made      9/04/2015  AD                                  01         5.00

                                                  Count:      9                                         Total Incentive:        20.00

       4355   10   01  MBP                        AP Approved          9/10/2015  01                                  01         1.25

      48632   10   01  MBP                        AP Approved          9/10/2015  01                                  01         1.25

      57444   10   01  MBP                        AP Approved          9/10/2015  01                                  01         1.25

                                                  Count:      3                                         Total Incentive:         3.75

                                            Final Count:     12                                   Final Total Incentive:        23.75