Case study 03 · Business Analysis & Decision Support
Sales Performance & PTA Reporting
A monthly Excel report connecting assigned sales targets with actual customer revenue — from individual sales representatives to the national level.
CRM exports
Excel reporting
KPI analysis
My role: I received the approved target values and prepared monthly performance reporting. Budget setting and target allocation were handled by sales management.
01 / Process
How it worked
CRM data
Exported customer turnover and CRM ownership data to attribute each customer’s results to the assigned sales representative.
Monthly comparison
Compared actual turnover against the provided targets and calculated each sales representative’s percentage of target achievement.
Sales representative
→
Branch
→
Region
→
Poland
02 / Reporting scope
Metrics adapted to annual business rules
Depending on the year’s targets, reporting covered total turnover, turnover by customer product, new sales, existing sales and upselling.
03 / Business value
A consistent view of sales performance
The monthly report helped sales management track target achievement at individual and aggregated levels, using a consistent view of customer turnover and sales ownership.