USER
Johnson Controls is a global leader in building products with a massive sales footprint. Extensive sales data is generated and collected by the company across its diverse product lines over many years. The company is looking for an effective dashboard for summarising sales performance and providing insightful sales forecasts.
“Up to 70% of a sales agent’s time is spent on non-selling data-related tasks.“
PROBLEM
Johnson Controls’s sales team would spend most of their time on non-selling data-related tasks such as data analysis and performance forecasting. They needed a centralised platform for sales performance visualisation and forecasting to overcome manual data bottlenecks and allow performance tracking across various dimensions.
Our Solution
We have designed a predictive sales dashboard on that empowers Johnson Controls with actionable insights into their sales performance. By leveraging sales data, we identified key metrics that provide a comprehensive overview of the company's business operations and market trends, helping stakeholders monitor performance effectively.
The dashboard is incorporated further with predictive machine learning models that could analyse existing data and forecast future trends. This allows Johnson Controls to stay ahead of market changes and enhance strategic planning.
The automation of the data visualisation and forecasting processes is expected to relieve up to 24% Full-time Equivalent of a sales agent's time from non-sales tasks, increasing sales productivity and boost overall team performance.
Key Features
The automated data processing, visualisation and forecasting process allows the dashboard to be updated every week, an improvement over the current monthly refreshes. Sales analysts can stay up to date with the latest live data and provide real-time insights for deciding future sales strategies.
Each refresh can be completed within 10 minutes, enabling efficient data analysis and forecasting. Sales agents would have more time to perform selling tasks and secure deals with their customers, boosting sales productivity and team performance.
The interactive Power BI dashboard enables sales performance summaries at a glance, complete with drill-downs and filters that allow sales analysts to explore individual performance of sales agents.
Sales analysts can also explore various metrics by navigating through different pages for sales, orders, agent performance, etc. Each metric aligns with the company's business objectives, ensuring relevance to stakeholders.
Forecasts are generated with the help from predictive machine learning models tailored to each sales performance metric. These models seek to identify insightful patterns in sales data, allowing analysts to compare real-time performance and forecasts and spot trends instantly.
Our models have been tested to achieve at least 80% accuracy on unseen data, enhancing trust of sales analysts on the forecasts. Our prediction models can also achieve short training times, enabling fast forecast generation and visualisation on the dashboard.
Work Flow
Sales data from various sources enables an overview of the overall sales performance of the company:
- Sales & Orders
- Revenue
- Sales Agent
Centralised data-sharing platform enables seamless collaboration between analysts and developers
High-accuracy ML models generate plausible sales forecasts in real time, enabling identification of future sales trends
Updated data and forecasts are loaded into the Power BI dashboards every week, keeping analysts up to date with the latest sales data and performance trends
