765 lines
28 KiB
JSON
765 lines
28 KiB
JSON
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"online": 0.0,
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"offline": 0.0,
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"completed_todos": 1.0,
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"overdue_todos": 0.0,
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"key_action_completed": 0.0,
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"new_opportunities": 4,
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|
"callhighs": 0,
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"abps": 0,
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"new_accounts": 0.0,
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|
"total_visits_ids": [],
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"end_customer_ids": [],
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|
"channel_ids": [],
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"call_ids": [],
|
|
"online_ids": [],
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|
"offline_ids": [],
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"completed_todos_ids": ["dCZiCxeOzRoDPmeRfLQR"],
|
|
"overdue_todos_ids": [],
|
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"key_action_completed_ids": [],
|
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"new_opportunities_ids": [
|
|
"6873d18133b6790001c1373f",
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|
"6873c872b64f2a00010ba3a7",
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"6873d9bc33b6790001c2d6f8",
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"687261a4b510ef0001951a74"
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],
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"callhighs_ids": [],
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|
"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,
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|
"channel": 0.0,
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|
"call": 0.0,
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|
"online": 0.0,
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|
"offline": 0.0,
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"completed_todos": 0.5,
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|
"overdue_todos": 0.0,
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"key_action_completed": 0.0,
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"new_opportunities": 2.0,
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"callhighs": 0.0,
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"abps": 0.0,
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"new_accounts": 0.0,
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"total_visits_ids": [],
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"end_customer_ids": [],
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"channel_ids": [],
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"call_ids": [],
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"online_ids": [],
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"offline_ids": [],
|
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"completed_todos_ids": ["dCZiCxeOzRoDPmeRfLQR"],
|
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"overdue_todos_ids": [],
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|
"key_action_completed_ids": [],
|
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"new_opportunities_ids": [
|
|
"6873d18133b6790001c1373f",
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|
"6873c872b64f2a00010ba3a7",
|
|
"6873d9bc33b6790001c2d6f8",
|
|
"687261a4b510ef0001951a74"
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],
|
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"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": [
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|
{
|
|
"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"
|
|
}
|
|
]
|
|
} |