Effortless Sales Analysis: Simplified Insights for Managers

Objective

Create an interactive dashboard that enables sales managers to track their team's quarterly performance.

About the dataset

The data contains B2B sales opportunities from a CRM database for a fictitious company that sells computer hardware, including information on accounts, products, sales teams, and sales opportunities.

Dashboard Overview

I've designed a concise, single-page interactive Power BI Dashboard tailored to streamline sales managers' performance tracking. Users simply select the desired quarter and manager's name—there's no need for additional interaction with other graphs to avoid overwhelming the user with excessive information. Tooltips are available only in the graphs titled “Weekly Sales” and “Total Sales x Opportunities Created by Sector” upon hovering the mouse cursor.

On the left side of the dashboard, you'll find the manager’s section. Upon selecting a specific manager, users can view their current sales ranking, change from the previous ranking, total sales amount, top sectors, quarter-over-quarter percentage change, and weekly sales with a 90% confidence 4-week forecast.

The right side of the dashboard features the team’s sales performance section. I've highlighted the top performer(s) in yellow for each graph to enhance user comprehension. Key insights for each graph are prominently displayed in a darker color, directing the user's attention to critical information. Data storytelling is as important as visuals!

Key Insights & Conclusion

Let's analyze the sales performance of MavenTech teams in 2017 Q4, comparing the best and worst performers.

Cara Losch's team had the lowest sales performance this quarter, totaling $311K, a 6% decrease from the previous quarter. What led to this?

Corliss Cosme, the top performer, saw a 28% decrease from the previous quarter. Similarly, Rosie and Violet also experienced drops in sales. However, Wilburn Farren increased his sales by 82% and rose in the general sales ranking, mitigating the team's overall performance decline.

Violet Mclelland, the lowest performer, generated more opportunities than the team's average but fell short in sales, with an average order value of $700, significantly lower than the team's average. She also didn't sell any GTX Plus Pro or GTX Pro, our top-selling products, which offer an average selling price above $4K.

The best-selling product was GTX Pro, responsible for nearly 40% of the team's total sales, primarily driven by sales in the technology and finance sectors, which accounted for 61% of its sales.

The technology and finance sectors contribute 43% to the team's total sales, with three out of ten opportunities originating in these sectors. Examining the graph below reveals a correlation between sales and opportunities created by sector, suggesting that in Cara Losch's team, an increase in opportunities corresponds to higher sales.

In contrast to Cara’s team, Melvin Marxen's team had the best sales performance, totaling $671K, despite a 13% decrease from the previous quarter. Darcel Schelecht, the top performer, generated over $254K more in sales than the second-place agent and created 88 more opportunities. He accounted for over 50% of the team's total sales.

GTX Pro was the top-selling product, responsible for over 50% of the team's total sales, with Darcel Schelecht alone selling nearly $270K. However, Niesha Huffnes didn't contribute to the sales of this product, affecting her overall performance.

To improve next quarter's sales, Cara Losch could consider:

• Allocating more leads in the technology and finance sectors, especially to underperforming team members.
• Launching customized campaigns for GTX Pro and GTX Plus Pro.
• Conducting one-on-one meetings with Wilburn Farren to understand his successful strategies and share insights with the team.

To maintain his team's success, Melvin Marxen should:

• Avoid relying on a single team member for over 50% of sales to mitigate risk.
• Allocate more leads to underperforming team members, especially from marketing and technology sectors.
• Conduct one-on-one meetings with members who experienced a sales drop to identify areas for improvement.

It's evident that creating more opportunities leads to increased sales, as demonstrated by our top sales performer, sending a clear message to the team.