I. Justifying KPIs:

1. "Sales Agent" page

• Sales CQ (Current Quarter): the sales generated in the current quarter.

• Won Deals CQ: the total number of won opportunities in the current quarter.

• Won Deal Rate % CQ: the percentage of the total number of won opportunities compared to the total number of closed opportunities.

• Avg. Won Deal Size CQ: the average sales per won opportunity generated in the current quarter

• Avg. Won Cycle Length CQ: the average number of days of won opportunities from the engaging dates to the closed dates.

• Sales TY (This Year): the total sales generated in this year

2. "Account" page

• Total Accounts: the total number of accounts.

• New Accounts: who made their first deals regardless of categories.

• Returning Accounts: who made more than one deal within three months.

• Temporarily Lost Accounts: who only lost within three months, even though they might return in a later period.

• Recovered Accounts: who temporarily lost and made a deal within the period considered.

II. Some Key Findings

On the "Sales Agent" page, filtering Cara Losch manager:

• From Q1 2017 to Q2 2017, the sales cycle length shortened, and the won rate generally declined while the total number of deals sales agents approached and the total sales increased significantly.
• Even though Corliss Cosme was the sales agent who contributed the most sales in Q4, their sales, the total number of won deals, and the won rate decreased by 28%, 10%, and 3% compared to figures Q3, respectively.
• In contrast, Wilburn Farren was the one who contributed the most minor sales in Q4, but their sales and the total number of won deals both increased by 82% and 36% compared to the figure in Q3, respectively. Moreover, their average deal size and sales cycle length reached the rank of #2, following Garret Kinder.
• Managing too many accounts could be why a sales agent was negatively affected. In Q4, Wilburn Farren managed fewer accounts, just 28, compared to 48 accounts of Corliss Cosme, and they performed much better with the highest won rate and the increase in won deals in Q4. Analyzing the correlation between the total number of managed accounts per sales agent and other metrics (won deal rate, the number of won deals, and won sales) and the characteristics of the accounts helps determine what factors affect the sales agents' performance.
• Garret Kinder was the only sales agent with no engaging or prospecting deals.

On the "Account" page:

• The United States was the key market, with 71 accounts of over 83%.
• There was a positive correlation between the won sales and the annual revenue with accounts with yearly income under $5K million.