Sales Calls Analysis

High Level Design

Overview

For some organizations, mostly global companies, the majority of the selling process takes place via phone callsonline meetings. In the last few years a few companies have been established for one purpose – to allow those organizations to analyze their sales calls with prospects in order to find opportunities to improve their sales data analysis process. Within the available data we can find there several covariates that can massively influence the chance to close a deal. These could include factors such as the amount of words that had been spoken during the call, the seniority of the call’s organizer, the number of participants from the selling side, amount of participants from the prospect side, the number of times pricing was mentioned, etc. Once those covariants are founded, they can lead to insights and takeaways regarding ways to improve the sales process and increase win rates.

Goals

Increase win rate by finding the major elements that most affect the probability to close a sale opportunity and implement insights gleaned from the dashboard to improve the sales process.

Objectives

• Understand the current performance of the sales team in terms of win rate.
• Identify which covariate has significant impact on the probability to win a deal.

KPI Architecture

Objectives	KPIs	Measures	Data Source
Understand the current performance of the sales team in terms of win rate.	Win Rate	Count(Opportunity ID w/ Status now = Won deal)/Count(Opportunity ID)	Gong (Calls recording system)
	# of leads	Count(Opportunity ID)	Gong
	# of unique calls	Count(Call ID)	Gong
Identify which covariate has significant impact on the probability to win a deal	Win rate per dimension	Average(Win Rate) per dimension’s value	Survey Results; Client; Account Manager

KPI Architecture

#	Source	Table Name	Table Details (Type, # of Rows, Key field/s)
1	Gong	Calls	Transaction Table – Contains all calls’ details, Key = Call ID
2	SalesForce	Organizer	Dimension Table – Contains organizer’s details, Key = Organizer Email Address

Data Modeling (Elasticube Design)