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.
