Zyadwael

CRM Sales Analysis

Description

As part of the Maven Sales Challenge, we are stepping into the role of a Business Intelligence (BI) Developer for MavenTech, a leading supplier of computer hardware to large enterprises. Currently, MavenTech uses a sophisticated Customer Relationship Management (CRM) system to monitor sales opportunities, but they lack comprehensive data visibility beyond the CRM.

To transform MavenTech into a data-driven organization, our task is to design an interactive dashboard. This tool will empower sales managers to effectively monitor their team's performance on a quarterly basis, providing valuable insights and driving strategic decisions.

Live Demo

Tools Used

Tableau iconTableau

Excel iconFigma




My Role



1- Understanding Requirements:


1.1- Who is the audience?

  • Sales Managers: The key responsibility of sales managers is to supervise sales teams and meet sales objectives. They will serve as the primary users of the dashboard, leveraging it to oversee team performance, monitor goal progression, and enact data-informed strategies.

  • Sales Representatives: Acting as frontline ambassadors, sales agents engage with clients to cultivate sales opportunities. The dashboard enables them to monitor individual performance, track the sales pipeline, and pinpoint areas for enhancement.



1.2- What are their business goals and objectives?


Goals/Objectives:

  • Enhance total sales revenue and profitability.

  • Enhance sales team efficacy and efficiency.

  • Detect and address areas necessitating enhancement and refinement.



Pain Points:

  • limited insight into individual and team achievements.

  • Difficulties in pinpointing and rectifying subpar sales performances.



    • Expectations from the Dashboard:

    • Instant access to crucial performance indicators like revenue, successful deals, and pipeline status.

    • Capability to delve deeper into data, analyzing both individual sales agents and team performances.



2- Data and Modeling

The dataset comprises a primary fact table containing sales information complemented by three dimension tables including customer account, product, and sales team data. Minimal data cleansing was necessary, and the model's architecture proved to be straightforward and efficient.

Description of the image

3- Metrics

Drawing from the user story, our selected metrics center on closed deals within the designated quarter, compared against the preceding quarter, offering a comprehensive view across multiple tiers of granularity.


  • Closed Transactions: Quantifies the number of successful deals completed.

  • Success Rate (%): Percentage of successfully closed deals relative to all opportunities.

  • Revenue: Aggregate monetary value ($) generated from successfully closed deals.

  • Average Deal Closure Time: Mean duration (in days) required to finalize a deal.




Finally some features I used in the dashboard that you might be interested to know about:


  • I believe that including a message in the custom tooltip, indicating that this visual has a drill-through functionality, can help users better understand how it works and what they need to do to navigate to the detailed page.

  • A dynamic header displaying the manager's name, current quarter, and region, seamlessly adjusting based on the user's filter selection.

  • An interactive parameter designed to display the top-performing accounts, either the top 5 or top 10.