Sales pipeline dashboard and territory design in Power BI

Northfield Industrial Supply sells fasteners, bearings and maintenance supplies to factories and contractors. Revenue last year was about US$310 million, through 46 field reps in 9 territories, six in the US Midwest and three in Ontario and Quebec.

The VP of Sales has three problems. Every Monday, her sales operations analyst spends half a day building a pipeline report in Excel from CRM exports, and the numbers rarely match what the regional managers say. Forecasts have missed by more than 15% in three of the last four quarters. And reps complain that territories are unfair: two Ontario reps cover 600 accounts each while a Chicago rep covers 140 of the biggest.

You are the sales operations intern. In six weeks you will: - agree definitions for pipeline KPIs such as coverage, win rate, average deal size, sales cycle and pipeline velocity; - generate a realistic synthetic CRM extract (accounts, opportunities with stage history, reps, territories and targets) with stated assumptions, because real CRM data is confidential; - clean and model it in Power BI as a star schema with DAX measures; - build a pipeline dashboard with drill-down from company to territory to rep; - analyse territory workload and potential, and propose a rebalanced design; - present the dashboard and the territory proposal to the VP.

Done means the Monday report refreshes in minutes, every KPI has a single agreed definition, the VP can see which territories will miss the quarter, and a territory proposal balances workload and potential within about 15% across reps, with a plan to handle account moves without losing customers.