MavenTech Quarterly Performance Dashboard

Introduction

The scope of this project was to build an interactive dashboard that enables sales managers at MavenTech to track their team's quarterly performance.

Methodology

The data was already clean and well organized. Besides including a space in the GTX Pro product (so it matches the naming in the product table), no further data cleaning was needed and the data model could be set up:

Metrics

The main KPIs are:

• Win %: number of deals won as a % of wins and losses. The higher the better as this indicates that fewer deals were lost.
• Revenue per deal: measure of how much revenue was generated per deal. The higher the better as this shows that more valuable products have been sold.
• Average engagement days: average days between engagement date and close date for a deal that was won. The lower the better as this implies more time for other deals.

These were chosen as they are easy to understand and together they provide a clear picture of how the team/agent/product is performing.

Other metrics have been included in the detailed overview page to provide some addition context. Those are:

• Wins: number of times a deal was won.
• Revenue: generated revenue from the won deals
• Sales pipeline velocity: measure of how quickly prospects move through the sales pipeline, convert to customers, and generate revenue.

Full definition of metrics can be found in the data dictionary part of the dashboard.

RFM analysis

Customers were segmented into three groups:

1. Champions: These are the most valuable customers who have made recent purchases, buy frequently, and spend a significant amount of money.
2. Loyal customers: This group consists of customers who either made a recent purchase, bought frequently and/or spent significant amount of money.
3. Need attention: This group might have exhibited high spending or frequency in the past, but their behavior has declined recently.

This allows managers to understand performance by customer group and and pay extra attention to the customers in the "Need attention" group to ensure that they don’t become inactive or churn.

Complete RFM analysis can be found in the data dictionary part of the dashboard.

Conclusion

An interactive dashboard, consisting of two parts, was built to understand and track quarterly performance at MavenTech. The first part focuses on the three KPIs: win %, revenue per deal and average engagement days. The second part focuses on assessing all the relevant metrics for MavenTeach and understanding quarter over quarter performance in a more detailed format. The dashboard enables managers to filter by quarter, their team, consumers, as well as zoom in on individual agents and products in one, single view.