Sales Analytics: Sales Analysis & Modeling Using Excel

Unlock the Power of Data: Master sales analytics techniques & build analytical models in Excel for Improved Performance

What you'll learn

Analyze data in different stages of the sales process based on analytical models

Create decision tree models to segment the leads and identify which segment is most likely to convert

Create charts and graphs in Excel to visualize sales data, including bar charts, line charts, and scatter plots

Analyze and make sense of sales data, and develop insights to improve sales performance using Excel

Create interactive dashboards using Excel, which can be used to track and monitor key sales metrics

Use time series forecasting to predict future sales and how to interpret and evaluate the results of these predictions

Perform simple linear regression analysis and use it to understand the relationship between different variables and predict future sales using Excel

Increase customer lifetime by identifying which customers are likely to leave using a logistic regression model

Find which items can be cross sold using Market Basket Analysis and Lift

Requirements

A PC/ laptop with good internet connection and MS Excel installed on it

Description

If you are a sales professional or someone looking to enter this field, knowledge of sales data analysis is a must-have skill in today's world. Sales Analytics is an essential aspect of any sales organization, and understanding how to analyze and model your sales data can give you a competitive edge in the market. Are you tired of relying on guesswork to drive your sales strategies? Are you ready to make data-driven decisions that can increase your sales and improve your bottom line? If so, then enrolling in this course is a must. This course will give you the skills and knowledge you need to make data-driven decisions, increase sales, and achieve your career goals.In this course, you will:Prepare and process sales data to find answer to sales questionsVisualize sales data and create dashboards to share with stakeholdersGain expertise in using decision tree models to segment leads and identify most-likely-to-convert leadsMaster the art of sales forecasting, including trend analysis and predictive modelingBecome proficient in making regression model to predict churn probability and creating retention plansApply your newfound knowledge through hands-on projects and real-world case studiesWhy learn Sales Analytics?Sales data analysis is critical for success in today's fast-paced and competitive sales environment. This course will help you understand the key metrics and techniques used by top sales professionals to measure performance, identify trends, and make data-driven decisions. You'll also learn how to effectively communicate your findings to stakeholders and drive business results. Whether you are a sales professional, marketer, business analyst, entrepreneur, or student, this course will give you the skills you need to succeed in today's data-driven world. Enroll now and take the first step towards becoming a sales analytics expert.Course activitiesThroughout the course, you will complete hands-on projects and real-world case studies to reinforce your learning. You'll have the opportunity to apply your newfound skills and knowledge to real sales scenarios and see the impact of your analysis on sales performance. Some of the activities you would do in this course are:Segment leads and identify the segment which is most likely to convertForecast future sales based on historical sales dataFind the relationship between sales and other factors and use it to focus resources on factors that drive salesPredict the probability of churn for customer and create a retention plan accordingly5 Reasons why you should choose this Sales Analytics courseCarefully designed curriculum teaching you about all aspects of Sales analytics and tools used while doing analysisStep-by-step guidance & sales related examples and case studies to help you become a skilled sales analystDownloadable Excel files containing data and solutions used while creating models for sales analyticsClass notes and assignments to revise and practice the concepts on sales analyticsA supportive and engaging community of fellow studentsWhat makes us qualified to teach you?The course is taught by Abhishek and Pukhraj. Instructors of the course have been teaching Data Analytics, Machine Learning and Business analytics for over a decade. They have an in-depth knowledge of business data analysis and visualization using tools like Excel, SQL, Python and Tableau.We are also the creators of some of the most popular online courses - with over 1 million enrollments and thousands of 5-star reviews like these ones:I had an awesome moment taking this course. It broaden my knowledge more on the power use of SQL as an analytical tools. Kudos to the instructor! - SikiruVery insightful, learning very nifty tricks and enough detail to make it stick in your mind. - ArmandSo if you're ready to take your sales skills to the next level, enroll in Sales Analytics: Sales Analysis & Modeling using Excel today!CheersStart-Tech Academy

Overview

Section 1: Introduction

Lecture 1 Welcome to the course

Lecture 2 Course resources

Lecture 3 Defining Sales Analytics

Lecture 4 Types of Analysis

Section 2: Measuring performance using KPIs

Lecture 5 Introduction to Sales KPIs

Lecture 6 KPIs to measure Salesperson performance

Lecture 7 Marketing KPIs

Lecture 8 Financial KPIs

Lecture 9 Customer related KPIs

Lecture 10 Case Study on KPI's - Blunder Pifflin

Lecture 11 About the case and data

Lecture 12 Case study - Joining data tables in Excel

Lecture 13 Cleaning the data using filters in Excel

Lecture 14 Finding Lead Conversion Time

Lecture 15 Practice Activity

Section 3: Analyzing sales data and finding answers

Lecture 16 Aggregating data on regions

Lecture 17 Aggregating data on categories

Lecture 18 Aggregating data on time dimension

Lecture 19 Evaluating salesperson performance

Lecture 20 Practice Activity

Section 4: Visualizing Sales Data

Lecture 21 Pie Chart for region-wise percentage contribution

Lecture 22 Bar chart for category-wise average order value

Lecture 23 Line chart for lead generation trends

Lecture 24 Scatterplot for salesperson performance analysi

Lecture 25 Creating a simple sales dashboard

Lecture 26 Practice Activity

Section 5: Modeling the sales process & Prospecting

Lecture 27 The Whale model

Lecture 28 Data questions from whale model

Lecture 29 Lead segmentation using decision trees

Lecture 30 Preparing Excel for analysis - XLSTAT

Lecture 31 Lead Segmentation Case Study

Lecture 32 About the lead data

Lecture 33 Building a decision tree model in Excel

Lecture 34 Interpreting result - Tree nodes

Lecture 35 Interpreting result - Classification criteria

Lecture 36 Inference from the model result

Lecture 37 Predicting using the trained model

Lecture 38 Advanced customization options for decision trees

Lecture 39 Practice Activity

Section 6: Deriving more value from existing customers

Lecture 40 Market Basket Analysis - Identify what to cross-sell

Lecture 41 Prerequisite - Excel Solver

Lecture 42 Perform MBA and Lift in Excel

Lecture 43 Practice Activity

Section 7: Sales Forecasting

Lecture 44 Introduction to sales forecasting

Lecture 45 Trend and Seasonality model for sales forecasting

Lecture 46 Additive time series model in Excel

Lecture 47 Multiplicative time series model in Excel

Lecture 48 Linear regression model for predictions

Lecture 49 Understanding the output of linear regression model

Lecture 50 Case study - Linear regression

Lecture 51 About the data

Lecture 52 Preprocessing the data

Lecture 53 Building a linear regression model in Excel

Lecture 54 Predicting values using the trained model

Lecture 55 Using XLSTAT for creating a linear regression model

Lecture 56 Practice Activity

Section 8: Increasing Customer Lifetime

Lecture 57 Importance of retention for sales teams

Lecture 58 Logistic regression model for churn prediction

Lecture 59 Confusion Matrix for model accuracy

Lecture 60 Retention case study and data

Lecture 61 Creating a logistic regression model using Excel

Lecture 62 Predicting churn probability using trained model

Lecture 63 Practice Activity

Section 9: Congratulations and about your certificate

Lecture 64 Bonus lecture

Anyone who wants to improve their ability to analyze sales data and use analytics to improve sales performance,Students in business, marketing, or related fields who want to learn about sales analytics and pursue a career in sales and marketing analysis,Sales representatives, sales managers, and other sales-related roles who want to understand the data and metrics used to measure sales performance, and use analytics to make data-driven decisions,Business analysts and other professionals who want to understand the data and metrics used to measure business performance, and use analytics to identify opportunities for improvement,Entrepreneurs who want to understand the data and metrics used to measure the performance of their business, and use analytics to make data-driven decisions