Sales performance & pipeline
Reporting on opportunities, sales stages, leads, activities and closed business, supporting sales teams and management.
03 / BI & Reporting
Turning business data into actionable insight.
Independently building reporting solutions across CRM and business intelligence environments - from sales pipeline dashboards and automated reporting workflows to shipment-level operational and financial analysis.
01 / Overview
Reporting built around business needs.
My work covered the full reporting process: identifying useful information, defining report logic, selecting fields and filters, structuring dashboards and making information available to the people who needed it.
Operations & profitability
Connecting shipment-level operational details with revenue, costs and gross profit to build a more complete view of customer performance.
02 / Oracle Sales Cloud
Reporting built from the ground up.
Independently developed reports, dashboards and automated reporting workflows without formal training or dedicated IT support. I learned through testing, troubleshooting and iterating until the solutions worked as intended.
Sales pipeline & Hit Rate
Reporting on open and closed opportunities, sales stages, pipeline value and Hit Rate - a key performance indicator for the Sales Division, measuring the share of won opportunities among all closed opportunities.
Sales activity reporting
Visibility into sales activities, including visits, phone calls, quotations and other customer-related interactions.
Automated notifications
Configured reporting agents and conditions, including notifications to opportunity owners when opportunities became overdue.
Scheduled reporting
Set up Friday end-of-week reports for sales users and Monday morning reporting for managers preparing for weekly board meetings.
SALES PERFORMANCE / HIT RATE
Last 12 months
KEY SALES KPI
25%
Hit Rate
Share of won opportunities among all closed opportunities (won + lost).
0%
100%
HIT RATE TREND
40%
30%
20%
10%
0%
JanFebMar
AprMayJun
JulAugSep
OctNovDec
Note: These visuals represent real, implemented business solutions. Original data and screenshots have been replaced with recreated examples to protect confidential information.
SALES PIPELINE OVERVIEW
Opportunities · Activities · Leads
Open opportunities
Pipeline
Open sales opportunities
Closed opportunities
Results
Closed business
Sales activities
Activity
Visits · Calls · Quotations
Pipeline by sales stage
Prospecting
Open opportunities
Solution Design
Pipeline stage
Decision Pending
Pipeline stage
Closed
Closed business
Reporting workflow
Friday
Weekly user summary
Monday morning
Management reports
Triggered
Overdue opportunity alerts
Note: These visuals represent real, implemented business solutions. Original data and screenshots have been replaced with recreated examples to protect confidential information.
03 / Microsoft Dynamics 365
Reporting in the new CRM environment.
Following the transition to Dynamics 365, reporting work continued through CRM views and dashboards, with selected reporting needs also addressed through Power BI.
CRM views & dashboards
Using CRM data to monitor opportunities, sales activity, accounts and other day-to-day sales information.
Continuity of reporting
Maintaining visibility of key sales information while working in the new CRM environment and supporting evolving reporting needs.
CRM REPORTING WORKSPACE
Accounts · Activities · Opportunities
Sales activity categories
Opportunity monitoring
Open opportunities
Current pipeline
Accounts
Customer records
Activities
Recent interactions
Note: These visuals represent real, implemented business solutions. Original data and screenshots have been replaced with recreated examples to protect confidential information.
04 / Internal BI · TMS & SAP
From shipment-level detail to customer profitability.
Independently built detailed reports using internal BI data sourced from a Transport Management System (TMS) and SAP financial data. The reporting connected operational shipment records with financial information, then aggregated the details into customer-level views for selected reporting periods.
01. Shipment-level data
Individual shipments identified by shipment or consignment
number.
02. Operational & financial analysis
Transport details, revenue, surcharges, production costs
and gross profit.
03. Customer-level insight
Aggregated performance by customer, quarter or year to date.
SHIPMENT & FINANCIAL ANALYSIS
TMS + SAP
Shipment detail → Customer view
Shipment details
Operations
Transport revenue
Revenue
Production costs
Costs
Gross profit / margin
Profitability
| Shipment | Route | Service status | Weight / volume | Revenue | Costs | Gross profit |
|---|---|---|---|---|---|---|
| Example shipment A | Collection → Delivery | On time | Shipment data | Revenue data | Cost data | Profit data |
| Example shipment B | Collection → Delivery | Delayed | Shipment data | Revenue data | Cost data | Profit data |
| Example shipment C | Collection → Delivery | Claim status | Shipment data | Revenue data | Cost data | Profit data |
Operational data
Collection & delivery
Locations / dates
Goods & shipment
Weight / volume / pallets
Service quality
KPI / delays / claims
Additional services
Selected service options
Financial data
Transport revenue
Shipment revenue
Fuel / seasonal / toll charges
Surcharges
Production costs
Shipment costs
Gross profit & margin
Profitability metrics
Note: These visuals represent real, implemented business solutions. Original data and screenshots have been replaced with recreated examples to protect confidential information.
Shipment-level detail
Collection and delivery locations, dates, shipment identifiers, goods descriptions, dimensions, weight, volume, pallets and packaging information.
Revenue and cost components
Transport rates, fuel adjustments, seasonal supplements, toll charges, production costs, gross profit and margin.
Service quality
On-time indicators, delays, claims and selected additional services such as fixed-day delivery or special handling.
Customer-level aggregation
Combining shipment records into a consolidated view of customer performance over a quarter or year-to-date period, supporting commercial analysis and customer discussions.
05 / Power BI
Turning complex data into a clear overview.
Independently created reports and dashboards in Power BI, presenting operational and financial information through visual summaries, tables, maps, trends and KPI views.
BUSINESS INTELLIGENCE OVERVIEW
Summary · Trends · Geography · Details
Revenue
Trend
Shipments
Volume
Gross profit
Margin
Service quality
KPI status
Trend analysis
M1
M2
M3
M4
M5
M6
Reporting perspectives
By customer
Customer performance
By service
Service analysis
By geography
Country / route
By period
Monthly / quarterly / YTD
Note: These visuals represent real, implemented business solutions. Original data and screenshots have been replaced with recreated examples to protect confidential information.
06 / Working approach
Independent problem-solving.
Much of my reporting experience was developed through hands-on problem-solving. I built reports from scratch, tested different approaches, refined report logic and resolved issues until the solutions worked as intended.
I focused on making data useful in practice: helping sales users monitor their pipeline, giving managers a consistent reporting view and enabling customer performance to be analysed from shipment-level operational and financial data.
Business Analysis
CRM Reporting
Sales Pipeline
Dashboard Development
Power BI
Reporting Automation
TMS & SAP Data
Operational Analysis
Financial Reporting
Gross Profit Analysis