Maven Sales Challenge: Performance Tracker for MavenTech’s Sales Team

𝗣𝗿𝗼𝗷𝗲𝗰𝘁 𝗢𝘃𝗲𝗿𝘃𝗶𝗲𝘄

In the Maven Sales Challenge, I played the role of a BI Developer for MavenTech, a company specializing in the sale of computer hardware to large enterprises. The company has been utilizing a new CRM system to monitor their sales opportunities, but lacked the ability to visualize the data beyond the CRM platform. To address this, I developed an interactive Power BI dashboard that allows sales managers to monitor their team's quarterly performance effectively.

𝗗𝗮𝘁𝗮𝘀𝗲𝘁 𝗗𝗲𝘀𝗰𝗿𝗶𝗽𝘁𝗶𝗼𝗻

The dataset comprised records exported from MavenTech's CRM system, spanning from October 2016 to December 2017. It included details on sales opportunities, covering information such as product types, customer accounts, and the outcome of each sales opportunity (won or lost).

𝗧𝗵𝗲 𝗗𝗮𝘀𝗵𝗯𝗼𝗮𝗿𝗱

Given the interactive nature of the dashboard, I also emphasized on making it user-friendly. The dashboard consists of three main sections:

Main Page

Displays the most crucial information for sales managers including, (KPIs) with figures for the previous quarter and QoQ growth rates, an overview of the selected manager’s team performance for the chosen quarter across various metrics, as well as a summary of product performance.

1. KPIs:

• Total Sales: Total sales refers to the sum of all revenue generated from closed deals or sales transactions during a specific period.
• Average sales: Average sales represent the mean value of all closed sales over a specific time period, indicating the typical size of a sales transaction.
• Average Cycle Length (in days): This metric calculates the average number of days it takes to close a deal from the time the opportunity is first identified. It reflects the efficiency of the sales process.
• Average Sales Variance: This metric calculates the average difference between the forecasted sales value and the actual sales value, helping assess the accuracy of sales forecasts.
• Conversion Rate: Conversion rate is the percentage of sales opportunities that were successfully closed as deals, compared to the total number of opportunities in the pipeline.

2. Performance Comparison-Sales Agents: The visual presents a comparison of sales agent performance across all the metrics - Total sales, Average sales, Average cycle length, Average sales variance, and Conversion rate(%). The comparison has been highlighted with the help of conditional formatting (data bars) across all the metrics.

3. Product Performance Comparison: The visual showcases a comparison of product performance in terms of the total deals initiated, conversion rate, and total sales generated.

Metric Breakdown

Offers a detailed analysis of the selected metric, allowing for performance evaluation of the chosen manager's team for a specific quarter across various metrics.

For instance, if you select Melvin Marxen as the manager and Q4 to display the Total Sales breakdown for his team, the page will present a detailed view of the selected metric (Total Sales) by sales agent, product, closing date, and account demographics. Similarly, you can choose any other metric, such as Average Sales, Average Cycle Length, Average Sales Variance, or Conversion Rate (%) to view its detailed breakdown.

Performance Trends Over Time

Presents the team's performance trends on a quarterly basis, including total sales trends, the number of deals won and lost, product performance, and individual sales agent performance, all tracked quarterly in terms of total sales.