{ "kpi_data": [ { "department": "新经济部", "owner": "团队总计", "account_level": "所有级别", "total_visits": 26.0, "end_customer": 20.0, "channel": 6.0, "call": 3.0, "online": 5.0, "offline": 2.0, "completed_todos": 0.0, "overdue_todos": 0.0, "key_action_completed": 0.0, "new_opportunities": 11, "callhighs": 0, "abps": 0, "new_accounts": 7.0, "total_visits_ids": [ "676ea293", "130552ee", "c1518f51", "343bfdb5", "0389dce3", "d6c86e8c", "34c921dc", "9dac07a4", "936637cc", "553f4dab", "c819dc9c", "e13f5f94", "2f1f85aa", "24bf7f7e", "56142269", "27e1cfb0", "246d75a2", "16fabc81", "570f89bb", "b617c2fb", "102f272d", "c3d57d8b", "997d73f1", "553da792", "5407fbcc", "71d2a224" ], "end_customer_ids": [ "676ea293", "34c921dc", "9dac07a4", "936637cc", "553f4dab", "c819dc9c", "e13f5f94", "2f1f85aa", "24bf7f7e", "56142269", "27e1cfb0", "246d75a2", "16fabc81", "570f89bb", "b617c2fb", "102f272d", "c3d57d8b", "553da792", "5407fbcc", "71d2a224" ], "channel_ids": [ "130552ee", "c1518f51", "343bfdb5", "0389dce3", 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"56142269", "102f272d" ], "offline_ids": [ "553f4dab", "24bf7f7e" ], "completed_todos_ids": [], "overdue_todos_ids": [], "key_action_completed_ids": [], "new_opportunities_ids": [ "68762bc933b67900017ac33d", "6874bdf20a85ed00012e9f6f", "6874b4d3fdfc300001e0db4f", "6874beb533b67900013693c2", "6874bf86b64f2a0001a033af", "68762b8d7d9cdc000175bc2c", "6873befeb9feed00019449f1", "687766320a85ed00013b4fd2", "687616680a85ed0001502529", "68770d0333b679000112a545", "687779e7fdfc300001b76e65" ], "callhighs_ids": [], "abps_ids": [], "new_accounts_ids": [ "686bcb72b510ef0001de24af", "68513aff976b0c00019fe79c", "6864a91e9a978d00018cb327", "6418086634d6310001d52055", "63ab9d8b93a21400010c90a3", "66e1800b93262d0001c27704", "5fc0a571e36d4b0001242a21" ] }, { "department": "新经济部", "owner": null, "account_level": null, "children": [ { "department": null, "owner": "肖章博", "account_level": "所有级别", "total_visits": 6.0, "total_visits_ids": [ "676ea293", "130552ee", "c1518f51", "343bfdb5", "0389dce3", "d6c86e8c" ], "end_customer": 1.0, "end_customer_ids": [ "676ea293" ], "channel": 5.0, "channel_ids": [ "130552ee", "c1518f51", "343bfdb5", "0389dce3", "d6c86e8c" ], "call": 2.0, "call_ids": [ "130552ee", "343bfdb5" ], "online": 2.0, "online_ids": [ "0389dce3", "d6c86e8c" ], "offline": 0.0, "offline_ids": [], "completed_todos": 0.0, "completed_todos_ids": [], "overdue_todos": 0.0, "overdue_todos_ids": [], "key_action_completed": 0.0, "key_action_completed_ids": [], "new_opportunities": 0, "new_opportunities_ids": [], "new_accounts": 0.0, "new_accounts_ids": [], "callhighs": 0, "callhighs_ids": [], "abps": 0, "abps_ids": [] }, { "department": null, "owner": "彭琴", "account_level": "所有级别", "total_visits": 6.0, "total_visits_ids": [ "34c921dc", "9dac07a4", "936637cc", "553f4dab", "c819dc9c", "e13f5f94" ], "end_customer": 6.0, "end_customer_ids": [ "34c921dc", "9dac07a4", "936637cc", "553f4dab", "c819dc9c", "e13f5f94" ], "channel": 0.0, "channel_ids": [], "call": 0.0, "call_ids": [], "online": 0.0, "online_ids": [], "offline": 1.0, "offline_ids": [ "553f4dab" ], "completed_todos": 0.0, "completed_todos_ids": [], "overdue_todos": 0.0, "overdue_todos_ids": [], "key_action_completed": 0.0, "key_action_completed_ids": [], "new_opportunities": 6, "new_opportunities_ids": [ "68762bc933b67900017ac33d", "6874bdf20a85ed00012e9f6f", "6874b4d3fdfc300001e0db4f", "6874beb533b67900013693c2", "6874bf86b64f2a0001a033af", "68762b8d7d9cdc000175bc2c" ], "new_accounts": 2.0, "new_accounts_ids": [ "66e1800b93262d0001c27704", "5fc0a571e36d4b0001242a21" ], "callhighs": 0, "callhighs_ids": [], "abps": 0, "abps_ids": [] }, { "department": null, "owner": "金豫玮", "account_level": "所有级别", "total_visits": 7.0, "total_visits_ids": [ "2f1f85aa", "24bf7f7e", "56142269", "27e1cfb0", "246d75a2", "16fabc81", "570f89bb" ], "end_customer": 7.0, "end_customer_ids": [ "2f1f85aa", "24bf7f7e", "56142269", "27e1cfb0", "246d75a2", "16fabc81", "570f89bb" ], "channel": 0.0, "channel_ids": [], "call": 1.0, "call_ids": [ "570f89bb" ], "online": 2.0, "online_ids": [ "2f1f85aa", "56142269" ], "offline": 1.0, "offline_ids": [ "24bf7f7e" ], "completed_todos": 0.0, "completed_todos_ids": [], "overdue_todos": 0.0, "overdue_todos_ids": [], "key_action_completed": 0.0, "key_action_completed_ids": [], "new_opportunities": 2, "new_opportunities_ids": [ "6873befeb9feed00019449f1", "687766320a85ed00013b4fd2" ], "new_accounts": 2.0, "new_accounts_ids": [ "686bcb72b510ef0001de24af", "6864a91e9a978d00018cb327" ], "callhighs": 0, "callhighs_ids": [], "abps": 0, "abps_ids": [] }, { "department": null, "owner": "杨丽娜", "account_level": "所有级别", "total_visits": 4.0, "total_visits_ids": [ "b617c2fb", "102f272d", "c3d57d8b", "997d73f1" ], "end_customer": 3.0, "end_customer_ids": [ "b617c2fb", "102f272d", "c3d57d8b" ], "channel": 1.0, "channel_ids": [ "997d73f1" ], "call": 0.0, "call_ids": [], "online": 1.0, "online_ids": [ "102f272d" ], "offline": 0.0, "offline_ids": [], "completed_todos": 0.0, "completed_todos_ids": [], "overdue_todos": 0.0, "overdue_todos_ids": [], "key_action_completed": 0.0, "key_action_completed_ids": [], "new_opportunities": 2, "new_opportunities_ids": [ "687616680a85ed0001502529", "68770d0333b679000112a545" ], "new_accounts": 2.0, "new_accounts_ids": [ "68513aff976b0c00019fe79c", "6418086634d6310001d52055" ], "callhighs": 0, "callhighs_ids": [], "abps": 0, "abps_ids": [] }, { "department": null, "owner": "郑海聪", "account_level": "所有级别", "total_visits": 3.0, "total_visits_ids": [ "553da792", "5407fbcc", "71d2a224" ], "end_customer": 3.0, "end_customer_ids": [ "553da792", "5407fbcc", "71d2a224" ], "channel": 0.0, "channel_ids": [], "call": 0.0, "call_ids": [], "online": 0.0, "online_ids": [], "offline": 0.0, "offline_ids": [], "completed_todos": 0.0, "completed_todos_ids": [], "overdue_todos": 0.0, "overdue_todos_ids": [], "key_action_completed": 0.0, "key_action_completed_ids": [], "new_opportunities": 1, "new_opportunities_ids": [ "687779e7fdfc300001b76e65" ], "new_accounts": 1.0, "new_accounts_ids": ["63ab9d8b93a21400010c90a3"], "callhighs": 0, "callhighs_ids": [], "abps": 0, "abps_ids": [] } ] }, { "department": "通用事业部", "owner": "团队总计", "account_level": "所有级别", "total_visits": 0.0, "end_customer": 0.0, "channel": 0.0, "call": 0.0, "online": 0.0, "offline": 0.0, "completed_todos": 1.0, "overdue_todos": 0.0, "key_action_completed": 0.0, "new_opportunities": 4, "callhighs": 0, "abps": 0, "new_accounts": 0.0, "total_visits_ids": [], "end_customer_ids": [], "channel_ids": [], "call_ids": [], "online_ids": [], "offline_ids": [], "completed_todos_ids": ["dCZiCxeOzRoDPmeRfLQR"], "overdue_todos_ids": [], "key_action_completed_ids": [], "new_opportunities_ids": [ "6873d18133b6790001c1373f", "6873c872b64f2a00010ba3a7", "6873d9bc33b6790001c2d6f8", "687261a4b510ef0001951a74" ], "callhighs_ids": [], "abps_ids": [], "new_accounts_ids": [] }, { "department": "通用事业部", "owner": "团队人均", "account_level": "所有级别", "total_visits": 0.0, "end_customer": 0.0, "channel": 0.0, "call": 0.0, "online": 0.0, "offline": 0.0, "completed_todos": 0.5, "overdue_todos": 0.0, "key_action_completed": 0.0, "new_opportunities": 2.0, "callhighs": 0.0, "abps": 0.0, "new_accounts": 0.0, "total_visits_ids": [], "end_customer_ids": [], "channel_ids": [], "call_ids": [], "online_ids": [], "offline_ids": [], "completed_todos_ids": ["dCZiCxeOzRoDPmeRfLQR"], "overdue_todos_ids": [], "key_action_completed_ids": [], "new_opportunities_ids": [ "6873d18133b6790001c1373f", "6873c872b64f2a00010ba3a7", "6873d9bc33b6790001c2d6f8", "687261a4b510ef0001951a74" ], "callhighs_ids": [], "abps_ids": [], "new_accounts_ids": [] }, { "department": "通用事业部", "owner": null, "account_level": null, "children": [ { "department": null, "owner": "姚亮", "account_level": "所有级别", "total_visits": 0.0, "total_visits_ids": [], "end_customer": 0.0, "end_customer_ids": [], "channel": 0.0, "channel_ids": [], "call": 0.0, "call_ids": [], "online": 0.0, "online_ids": [], "offline": 0.0, "offline_ids": [], "completed_todos": 0.0, "completed_todos_ids": [], "overdue_todos": 0.0, "overdue_todos_ids": [], "key_action_completed": 0.0, "key_action_completed_ids": [], "new_opportunities": 3, "new_opportunities_ids": [ "6873d18133b6790001c1373f", "6873c872b64f2a00010ba3a7", "6873d9bc33b6790001c2d6f8" ], "new_accounts": 0.0, "new_accounts_ids": [], "callhighs": 0, "callhighs_ids": [], "abps": 0, "abps_ids": [] }, { "department": null, "owner": "肖章博", "account_level": "所有级别", "total_visits": 0.0, "total_visits_ids": [], "end_customer": 0.0, "end_customer_ids": [], "channel": 0.0, "channel_ids": [], "call": 0.0, "call_ids": [], "online": 0.0, "online_ids": [], "offline": 0.0, "offline_ids": [], "completed_todos": 1.0, "completed_todos_ids": ["dCZiCxeOzRoDPmeRfLQR"], "overdue_todos": 0.0, "overdue_todos_ids": [], "key_action_completed": 0.0, "key_action_completed_ids": [], "new_opportunities": 1, "new_opportunities_ids": [ "687261a4b510ef0001951a74" ], "new_accounts": 0.0, "new_accounts_ids": [], "callhighs": 0, "callhighs_ids": [], "abps": 0, "abps_ids": [] } ] } ], "metadata": { "department": "团队/部门", "owner": "销售", "account_level": "客户等级", "total_visits": "拜访总量", "total_visits_ids": "拜访总量明细ID", "end_customer": "最终客户", "end_customer_ids": "最终客户明细ID", "channel": "渠道商", "channel_ids": "渠道商明细ID", "call": "电话", "call_ids": "电话明细ID", "online": "线上", "online_ids": "线上明细ID", "offline": "线下", "offline_ids": "线下明细ID", "completed_todos": "完成任务数", "completed_todos_ids": "完成任务明细ID", "overdue_todos": "现逾期任务数", "overdue_todos_ids": "现逾期任务明细ID", "key_action_completed": "Key Action完成数", "key_action_completed_ids": "Key Action明细ID", "new_opportunities": "新商机数", "new_opportunities_ids": "新商机明细ID", "new_accounts": "新客户数", "new_accounts_ids": "新客户明细ID", "callhighs": "Call Highs", "callhighs_ids": "Call Highs明细ID", "abps": "ABPs", "abps_ids": "ABPs明细ID" }, "insight": "明白,我将基于您提供的分析框架,对销售团队KPI数据进行全面分析。\n\n# 销售团队KPI分析报告\n\n## Part 1: 整体趋势解读与团队建议\n\n### 1.1 团队成员分布解读\n\n**分布形态分析:**\n- 所有7名成员(100%)都集中在\"低饱和度+低有效性\"象限\n- 新经济部5人、通用事业部2人,均处于双低区域\n\n**关键结论:**\n- 团队整体存在严重的系统性问题,表现出典型的\"集体躺平\"现象\n- 饱和度最高者(肖章博、金豫玮)仅为1.33,远低于4.0的标准线\n- 有效性全员为0,显示销售转化完全停滞\n\n### 1.2 团队指标偏离分析\n\n**指标对比:**\n- 新经济部:\n - 团队平均饱和度0.67 (标准差距-3.33)\n - 团队平均有效性0.00 (标准差距-1.75)\n- 通用事业部:\n - 团队平均饱和度0.00 (标准差距-4.00)\n - 团队平均有效性0.00 (标准差距-1.75)\n\n**偏离原因探究:**\n1. 可能存在严重的系统性障碍:\n - 市场环境是否出现重大不利变化?\n - 销售流程是否存在根本性断裂?\n - 产品竞争力是否严重受损?\n2. 管理层面问题:\n - KPI考核机制可能完全失效\n - 团队士气和动力严重不足\n - 缺乏有效的管理干预和激励措施\n\n### 1.3 团队改进建议\n\n**紧急行动建议:**\n\n1. **管理层立即介入:**\n - 召开紧急团队会议,明确当前危机状况\n - 一对一访谈所有成员,找出深层原因\n - 设立短期\"救急\"目标,重建团队信心\n\n2. **优化销售支持体系:**\n - 检查并消除可能的流程障碍\n - 提供必要的培训和工具支持\n - 建立日常监控和快速反馈机制\n\n3. **调整考核激励机制:**\n - 设定阶梯式的短期激励目标\n - 强化正向激励,表彰任何进步\n - 建立团队互助和经验分享机制\n\n## Part 2: 个人解读与行动建议\n\n### 新经济部\n\n**肖章博/金豫玮 (饱和度1.33, 有效性0.00):**\n- 虽然相对团队略好,但仍远未达标\n- 建议:\n 1. 保持现有活动频率,但需提升质量\n 2. 复盘现有客户接触,找出无效转化原因\n 3. 设定每周至少1个有效商机的目标\n\n**彭琴/杨丽娜 (饱和度0.33, 有效性0.00):**\n- 活动量和转化均严重不足\n- 建议:\n 1. 立即提升客户接触频次,目标翻倍\n 2. 每日必须完成基本拜访任务\n 3. 与团队表现较好者配对学习\n\n**郑海聪 (饱和度0.00, 有效性0.00):**\n- 完全处于停滞状态\n- 建议:\n 1. 必须立即启动基础销售活动\n 2. 制定每日最低工作量要求\n 3. 考虑是否适合继续销售岗位\n\n### 通用事业部\n\n**姚亮/肖章博 (饱和度0.00, 有效性0.00):**\n- 同样处于完全停滞状态\n- 建议:\n 1. 设定每日必达的最低活动量\n 2. 建立严格的日报制度\n 3. 一周内必须产生实质性商机\n\n以上分析基于提供的数据及框架。建议管理层将此视为严重警讯,需要立即采取强有力的干预措施。同时也建议进一步收集更多维度的数据(如:历史表现、市场环境、产品状况等),以便制定更精准的改进方案。", "scatter_data": [ { "value": [ 1.33, 0.0 ], "name": "肖章博", "team": "新经济部" }, { "value": [ 0.33, 0.0 ], "name": "彭琴", "team": "新经济部" }, { "value": [ 1.33, 0.0 ], "name": "金豫玮", "team": "新经济部" }, { "value": [ 0.33, 0.0 ], "name": "杨丽娜", "team": "新经济部" }, { "value": [ 0.0, 0.0 ], "name": "郑海聪", "team": "新经济部" }, { "value": [ 0.0, 0.0 ], "name": "姚亮", "team": "通用事业部" }, { "value": [ 0.0, 0.0 ], "name": "肖章博", "team": "通用事业部" } ], "team_scatter_data": [ { "value": [ 0.67, 0.0 ], "name": "新经济部", "team": "All Departments" }, { "value": [ 0.0, 0.0 ], "name": "通用事业部", "team": "All Departments" } ] }