Microsoft Power BI Consulting

Sales Pipeline Analysis

The Challenge: 

Dynamics 365 is a suite of smart business applications designed to enhance operational efficiency and provide exceptional customer experiences. It helps businesses become more agile and simplifies processes with its Out of the box entities in sales module, all without increasing costs. 

In every mid to large-scale organization, the sales cycle typically involves four fundamental stages: Prospects, Qualification, Proposal, and Deal. It is essential to monitor the progress at each stage of this pipeline to boost sales and efficiently manage the entire process, from qualifying prospects to closing the deal.  

The Solution: 

To address the limited reporting capabilities of Dynamics 365, we utilized Microsoft's rapidly growing, widely accepted, and user-friendly reporting tool, Power BI. By leveraging the built-in data connector, we extracted data from Dynamics 365 and developed a comprehensive report that provides both a high-level overview and detailed information on every aspect recorded in the Dynamics 365 instance. 

This all-in-one solution allows stakeholders to analyze each stage with varying levels of detail and make informed decisions to address issues or enhance the organization's overall performance. 

This solution addresses several critical queries essential for sales performance: 

• What is the status of each stage, and what is the conversion rate from one stage to another? 
• What is the average time spent in each stage, and how many days does it take on average to close a deal? 
• What is the overall target achievement? 
• Which locations and salespeople are most efficient based on conversion rates? 
• How are Prospects, Qualifications, and Proposals distributed based on their current status? 
• What is the revenue generated and deals closed for each product? 
• What is the trend of revenue versus units sold over time? 
• During which periods was revenue highest and lowest? 

Additionally, the solution provides detailed pages for every stage, offering insights such as the source of prospect generation, qualifications at different sales stages, proposed versus actual revenue, top and underperforming products, upcoming product deliveries, and pending payments. 

The Extra Mile: 

We included a dedicated page for sales forecasting, leveraging historical data and past events. This enables stakeholders to manage inventory and plan resources to ensure a smooth sales cycle. 

Additionally, this page offers actionable suggestions, such as increasing marketing efforts or providing discounts on underperforming products to boost their sales.