Quotation Conversion Rates
Application component: Analytical Apps
App type: Analytical
Line of business: Sales
Leading industry: Cross Industry
Solution capability: Sales Monitoring and Analytics (S/4)|Sales Quotation Management (S/4)
Scope items: Predictive Analytics Model Training - Sales|SAP Fiori Analytical Apps for Sales
Description:  This analytical app displays quotation conversion rate which indicates the percentage of net values converted from quotations into sales orders. As an internal sales representative or a sales manager, you can use quotation conversion rate to track to what extent your quotations are being converted to sales orders before expiring. By leveraging machine learning capabilities, you can gain predictive insights into quotation conversion by comparing actual and predicted results. 
An application to show the percentage of the net value of orders that have been converted from a quotation, based on the total net value of the quotation.
Key features:  Calculation Rule The quotation conversion rate measures the percentage of the net value of order items that have been converted from a quotation item, based on the total net value of quotation items. Note This is calculated at item level and only the quotation items that meet the following criteria are considered:  Net value >0   Valid on the current date   Not fully referenced (header of the quotation)   Overall status is not completed (header of the quotation)   View Quotation Conversion Rates   The tile displays the overall conversion rate of your quotations. In the app, you can drill down into quotation conversion rates by different dimensions, such as sales organization, customer, product, and employee responsible.   View Top 10 Quotations by Net Value You can analyze to what extent your 10 quotations with the highest net values are being converted into sales orders within the validity period.   View Bottom 10 Quotations by Conversion Rate You can quickly identify 10 least converted quotations, especially those that are close to expiring.    Predict Quotation Conversion Rates   You can compare the actual and predicted conversion rates dynamically while drilling down by different dimensions. To see the predicted conversion rate, you need to show the mini chart (hidden by default) that displays the predicted rate.   You can compare the net value of the converted quotations with the prediction by different dimensions.   Note To display predicted values, you must enable prediction in the Intelligent Scenario Management app:  Search for the predefined scenario for quotation conversion rate (SLSQTANPREDICTION).   In this scenario, create versions by training the default model with different sets of data.   Activate a model version with satisfactory prediction quality.  If prediction is not enabled or the training is not successful (for example, due to lack of data input), the app displays the predicted results as 0%. Recommendation When training the model, consider the following:  Use the data that corresponds to your business cases  Training the model with data that is no longer relevant for your current business (for example, data that is too old or from exceptional cases) could impact the quality of your model. To improve, you can set filters to exclude irrelevant data from your training data sets. For example, if the conversion rate of your sales quotations is normally no more than 100%, you can exclude the data of quotations whose conversion rate is higher than 100% from your training data sets. You do this by setting the high value of the training filter for quotation conversion rate (SLSQTANCONVERSIONRATE) to 1.   Train the model with a sufficient amount of data A successful training requires a sufficient amount of data which is, according to your business cases, reasonably distributed among your key business dimensions, such as customer and product. This helps the model learn the key aspects of your business and thus positively affects the model’s predictive capabilities. Insufficient data may result in a failed training. Therefore, we recommend that you conduct the training only after your systems (especially newly installed systems) contain a sufficient volume of business data. We recommend that you provide at least 2000 data records every time that you train the model.   Train and activate the model at least once a month The amount of time required for each training depends on the volume of training data. Therefore, we recommend that you train the model during non-working hours (for example, at night).    List Quotations with Details You can list quotations with details such as customer, net value, actual and predicted conversion rates, percentage of elapsed time over validity period, and remaining days before expiry.Note For the remaining days before expiry, the app displays a maximum of 1000 days. View Net Values in Display Currency You can display the net values in your preferred currency. For the currency conversion, exchange rate type M (average rate) is entered by default. You can maintain exchange rates from your transactional currencies to your display currency using the Currency Exchange Rates app.  Navigate to Related Apps You can navigate to quotation related apps, for example Manage Sales Quotations, to take follow-up actions.  Key User Options As a key user, you can help the business users to define their own KPIs, reports, and apps. To do so, you can copy the predelivered group for quotation conversion rate (.K.1454047719864) as well as the predefined KPIs within the group in the Manage KPIs and Reports app.Note Based on the copied KPIs, you can define new KPIs and create reports and apps. To copy the predefined KPIs, you must assign the Sales - Sales Analytics business catalog or the Sales Manager role to your user. The app uses C_SLSQTANCONVERSIONRATEQ CDS view as the data source. For more information about how to define your own KPIs, reports, and apps, see Manage KPIs and Reports. 
Business roles: Internal Sales Representative| Sales Manager
Sales Manager : 
Monitors and optimizes sales processes, sales panning, and coordinates sales forces.

Internal Sales Representative : 
Manages sales documents, e.g. captures changes or cancels sales orders, prepares quotations, and manages contracts. Monitors, troubleshoots, and collaborates on critical open issues from the sales order fulfillment process.