Summary
This project focused on helping automotive client to understand the performance of their sales consultants after implementing a robust sales incentive annual program by designing interactive dashboards that forecast performance, demonstrate the progress of sales consultants towards their tiered goals, and allow users to experiment how target goals can be achieved with minor tweaks to the rules of the program.
The client is sitting at the last two months of the close of their fiscal year and is not seeing the achievement they are hoping for despite the improvement in sales performance year over year.
I worked with the data provider team to understand the availability of the data, and designed data request for summarized data at the sales consultants level. Low level of difficulty. 
In understanding the urgency of what the client needs, we decided that it’s best to identify sales consultants (out of 2,000+ of them) who are not too far away from meeting their KPIs. Among the five required KPIs, we were able to quickly understand how many of the sales consultants were missing only one KPI. Knowing the urgency of the situation, I analyzed this in Excel and provided a high level understanding of the number of people falling into each bucket. There’re those that:
- 299 Missed just the training compliance.
- 349 Missed just the sales goal by small percentage.
- 233 Missed just the survey goals.
- 1,100 Missed just the digital enrollment of the customers by 5%.
- 1,800 Missed just the added accessories sales goal by $45.
I recommended the following approach to the client:
- Implement communication strategy to encourage sales consultants to complete the training by end of current month.
- Adjust digital enrollment % down by 2.5%.
- Reduce accessory goal by $20.
The immediate results are:
- The client was able to help 95% of the sales consultants meet their training goals
- Additional 556 sales consultants achieved the lowest tier 1 status.
- Additional 241 sales consultants achieved the next level tier 2 status.
- Additional 37 sales consultants achieved the tier 3.
These results were then used to influence the following year’s sales and KPI targets.
