Unveiling Sales Potential with Power BI: A Case Study

The case study below demonstrates how, in practice, we deployed Power BI capabilities for our clients to have a transparent view of what goes on in their sales pipeline. Granular reports built up and integrated with the customer CRM system allowed for an easy, real-time sales and opportunity tracking platform, thus affording an informed decision-making platform and optimized sales strategy.

Challenge

The client needed a clear picture of their sales pipeline, to see the data related to Sales in three sections:

1) Actual Sales Happened

2) Opportunities (which can be converted to sales)

3) Leads (which can be converted to opportunities)

Along with that, the client also wanted that once users feel a specific thing needs to be changed, they can go to CRM to a specific account and change details over there.

Solution Delivered

After we started working for them on this project, we set up an execution plan to solve all their main problems. We used Power BI to create a comprehensive set of reports, divided into three key sections:

Sales Performance

 Here, we show the total revenue generated, the total proposals sent, and the total deals won and lost. This section provides insight into trends by providing a monthly breakdown of revenue and proposals. 

Opportunity Pipeline

Here, we focused on potential sales (which were basically leads that have a possibility of getting converted to sales). We categorized them as "Open," "Won," and "Lost," and displayed their monthly distribution to track progress or identify areas that need improvement. 

Lead Generation

This section tracked all leads, classifying them as "Hot," "Warm," and "Cold" leads. We furthermore displayed the monthly distribution of leads based on their rating, helping the client understand how their lead-generation efforts were performing. 

Value Delivered

The key to this project was creating a seamless connection between Power BI reports and the client’s CRM system. We provided the client with a comprehensive one-stop solution wherein first through the report client can see the different status of sales (opportunities, leads, actual sales), and if required to further analyze, the client can click the link, go to CRM, and change it over there.