CRM Sales Opportunities Project

Description

This project involves the analysis of B2B sales pipeline data for a fictitious company that specializes in selling computer hardware. The objective is to gain actionable insights into the company's sales operations by examining various aspects of the data, including sales opportunities, product performance, account activities, and sales team efficiency.

Data Source: Maven Analytics.

Objectives

The main goals of this project are to:

• Assess Sales Team Performance. How is each sales team performing in comparison to others? Identifying the top-performing teams and those that may need improvement.

• Evaluate Sales Agent Productivity. Are any sales agents significantly lagging behind? Determining which agents are underperforming and may require additional support or training.

• Identify Trends. Can any quarter-over-quarter trends be observed? Understanding patterns in sales performance.

• Analyze Product Success Rates. Do any products have better win rates than others? Investigating which products are more successful in closing deals.

A personal objective of this project was to strengthen my ability to write more complex SQL queries using Common Table Expressions (CTEs) and Window Functions. Additionally, I aimed to deepen my skills in creating advanced DAX measures and building dynamic dashboards in Power BI.

Project Phases

Data Preparation

• Data Examination: Review of raw data files, including data structure, contents, and any initial observations.

• Data Transformation: Processing the data to ensure it's ready for efficient analysis.

Data Modelling

• Schema Structure: Defining relationships and structure of the data.

• Database and Tables Creation: Setting up tables in a SQL database for analysis.

• Data Loading: Loading the prepared data into the database.

Data Analysis

• SQL Querying: Use of SQL queries to explore and address the project's core objectives.

• Key Focus Areas:

  • Sales Team Performance
  • Underperforming Sales Agents
  • Quarterly Trends
  • Product Success Rates
  • Sector Performance
  • Sales Cycle Duration

Report Creation

• Insights Presentation: Use of Power BI to build a comprehensive report.

Link to the Interactive Power BI Report: Report

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• Actionable Insights: Summarizing key findings and providing data-driven recommendations.