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B2B Distribution · Mid-Market Distributor

Sales Performance Dashboard

Region, rep and product performance consolidated into one governed Power BI model, replacing eleven conflicting spreadsheets in the weekly commercial review.

Power BIDAXSQL ServerPower Query
Sales Performance Dashboard dashboard

Business Problem

The commercial team ran its weekly review from eleven separate spreadsheets. Numbers rarely reconciled, pipeline coverage was calculated differently by each region, and the first twenty minutes of every meeting were spent arguing about the data rather than the decisions.

Our Approach

We built a single governed semantic model with certified DAX measures for revenue, margin, coverage and attainment, then delivered a three-layer report: an executive summary page, a regional drill-down and a rep-level scorecard with time intelligence built in.

Methodology

Audit

Mapped every existing spreadsheet metric and resolved definition conflicts.

Model

Star-schema semantic model over the SQL source with certified measures.

Measure

DAX time intelligence for YoY, MTD, QTD and attainment.

Design

Three-layer report structure from executive to rep level.

Adopt

Embedded the report into the weekly commercial operating rhythm.

Key Findings

  • Margin, not volume, separated the top and bottom performing regions.
  • Two product families accounted for the majority of discount leakage.
  • Pipeline coverage below 3.2x reliably preceded a missed quarter.
  • Rep performance variance was largely explained by account mix, not activity.

Business Recommendations

  • Shift regional targets from revenue-only to margin-weighted attainment.
  • Introduce discount approval thresholds on the two leaking product families.
  • Trigger pipeline intervention automatically below 3.2x coverage.
  • Rebalance account mix before adding headcount.

Results

11 → 1

Spreadsheets replaced

-70%

Weekly reporting effort

Daily

Refresh cadence

3 layers

Executive to rep drill-down

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