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)
Data Connectors
