Data PLUGA BI Dev

Sales Management App

1. Project Overview

  • Title: Power BI Sales Management Dashboard for Real-Time Sales Insights
  • Objective: Enable the sales team to have real-time visibility into current sales performance and provide predictive insights on revenue generation to enhance strategic decision-making.

2. Problem Statement

  • Challenge: Sales team lacked a centralized tool to monitor key sales metrics, identify trends, and make timely decisions to optimize revenue. Real-time tracking and scenario-based forecasting were essential to improve accuracy in predicting revenue outcomes.
  • Goal: Develop a dynamic, visually compelling dashboard that integrates key sales metrics, offering granular insights across timeframes, locations, course products, and candidate sessions.

3. Methodology

  • Data Extraction & Processing:
    • Extracted sales data from a secure cloud SQL server.
    • Created custom calculations and measures to drive key KPIs using DAX.
  • Key Performance Indicators (KPIs):
    • Scenarios: Optimistic, realistic, pessimistic, and a seasonal scenario (JJA), each associated with a predefined conversion rate.
    • Selected Conversion Rate: Auto-updates based on selected scenario, feeding into other KPIs.
    • Expected Revenue (XR): Calculated by multiplying expected activations (based on the selected conversion rate) with the Average Value Order (AVo).
    • Total Registrations, Total Activations, Expected Activations, Leads, and Actual Revenue to provide comprehensive performance metrics.
  • Dashboard Filters/Slicers:
    • Location, Sessions, Course Product, Date Range, Scenario—allowing granular data breakdowns.

4. Solution Implementation

  • Visualizations:
    • Forecast vs Actual Chart: Highlights revenue performance against forecasts to assess if sales targets are met.
    • Manager Leaderboard Bar Chart: Shows revenue generation by manager, ranking them for easy comparison.
    • Course Product & Location Charts: Visualize registration counts by course product and location.
    • Opportunity Funnel: Illustrates the sales funnel stages, from Prospects to Closed Won/Lost, breaking down Leads (total Prospects + Nurturing + Committed to Pay).
  • User Training: Conducted training sessions to ensure that the sales team effectively navigates the dashboard, interprets KPIs, and applies insights for strategic decisions.

5. Feedback & Results

  • Stakeholder Feedback: Sales team reported improved insight into sales performance and higher confidence in making timely, data-driven decisions.
  • Business Impact: Achieved a 15% increase in revenue attributed to data-driven decision-making post-training.

6. Conclusion & Next Steps

  • Conclusion: The sales management dashboard empowered the sales team with actionable insights, setting a precedent for data-informed decision-making.
  • Future Enhancements: Potential inclusion of predictive modelling for lead conversion rates and revenue forecasting automation.

Interactive Dashboard: Below, you can explore the interactive Power BI dashboard to test the full functionality and experience the KPIs, filters, and visualizations in real time.