Project Scope

The scope of this project was to develop an interactive dashboard that enables sales managers to track their team's quarterly performance outside of their CRM system.

Thought Process

So we have a new CRM, well, the first step was to put ourselves in the shoes of the Manager or stakeholder and think about what should be known about each of our agents and their respective divisions in order to improve. Considering the data provided, it was possible to establish the most important metrics. One limitation is that we don't have marketing knowledge, so we don't know what is more important for a manager, closing as soon as possible? How much can they deviate from the recommended price? Because of this, it was decided to use all the metrics and group them into a single score that would show how "good" the seller or area was.

After establishing these metrics and visualizing them correctly, it was necessary to analyze other variables such as the accounts being served and their segmentation, as well as the performance of the products.

Data and Modeling

The initial dataset required minor adjustments like replacing "technolgy" and things like that. A column was added with the number of days it took to close, and the accounts were segmented according to creation date, number of employees, or annual revenue.

The next logical step was to create the required relations:

Metrics

Five main metrics were created:

• Wins: Number of Deals closed as Win

• %Wins: Proportion of Wins compared with all the closed deals (Won & Lost)

• ATTC: Average Time to close a deal (Win & Lose) in days.

• %VFRP: % Variation from Recommended Price

In addition, Normalized Values and a Global Score were created.

After that, multiple auxiliary measures were created to assist in visualization.

Structure - Top Down

Main Page

Here you can see the overall indicators of the entire company for the last quarter, with their respective change vs the previous quarter. Additionally, a graph showing the behavior of the 5 metrics throughout the year, and an interactive menu that allows us to go to the other sections.

Performance Review

Divided into 4 subsections

MVP: Shows the best agent and their respective indicators.

Regions: Shows the indicators by Regional Office.

Managers: Indicators for each Manager.

Sales Agent: Indicators for each Agent along with their ranking within the 30 agents.

Forecast

Here a small forecast is made showing two possible approaches and the values that would be obtained.

Clients

An analysis of the accounts and their segmentation.

Products

The performance of the products is evaluated, highlighting the best sellers.

Recommendations

Perhaps the most important section where suggestions are given to improve results.

About

Features of the dataset and information about who designed it are displayed.