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Success Story

Analytics Provides Rapid Visibility to Performance Management and Predictive Insights on Quota Attainment

The Challenge

Penske Managers and Sales Reps were faced with the challenge of limited visibility into performance, tracking to quota, and split opportunity credit. As a result, the Sales Support team was overburdened with report creation requests.

The Solution

Atrium identified 3 key personas – Sales Rep, Sales Manager, Executive – and designed dashboards to bring clarity to quota attainment and goal achievement. Dataflows and custom calculations were defined using CRM Analytics to accurately determine opportunity split amounts by sales rep and opportunity classification. Details from multiple datasets were brought into focus by the creation of custom dashboards. To ensure ease of maintenance, this work was completed with limited modifications to core objects, while still surfacing the right collection of data.

The Results

Atrium helped to create analytics to present progress against quota, as well as pipeline stats and predictions to determine the likelihood that Penske sales reps would hit their targets. Manager views of the sales rep dashboard were developed to allow for individual performance tracking, while also providing at-a-glance outlooks on team performance. Lastly, an executive dashboard was customized to present consolidated attainment numbers by sales area and VP.

About Penske

Penske Truck Leasing employs over 600 sales personnel who are responsible for servicing customers across North America in partnership with Area Managers. Their product lines include commercial and consumer truck rentals, full-service truck leasing and maintenance, logistics solutions, and used trucks.

The Technology

CRM Analytics
Salesforce Sales Cloud

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