Small Retailer - Business Intelligence Project

Class project for IMT 576
Foundations of Strategic and Managerial Business Intelligence
Quarter: Fall 2016
Team Size: 3

A local retail company recently implemented the use of Netsuite for customer relationship management (CRM) and enterprise resource planning (ERP) data. Using this newly tracked data, they wanted answers to the following questions about their sales team: 

  1. What is the difference in monthly sales activity of our top performers vs. our lower performers?
  2. What is the difference in contact activities between the highest and lowest performers? Is it about making more calls, sending more emails, or some other factor?

My Role
User Experience Researcher & Designer

  • Interviewed stakeholders
  • Worked with team to design information visualizations

Recommendations

  • Remove repeated fiends and implement a metadata schema for Netsuite  fields

  • Continued training for all employees connected to the sales team

  • Grant greater access to Netsuite for all employees related to sales

  • Create visual dashboards with KPIs

  • Add information about territories to Netsuite

  • Training by top sales team members for new sales employees

  • Potential ethnographic study of sales behavior

 

Total transactions a month by sales team member

Wins and losses per sales person by number of interactions with clients (records)

Types of contact made by highest and lowest performing sales team members.