DaVinSci

Project One: Forecasting the Future with a Dynamic Sales Pipeline Template

The Challenge: A fast-growing global marketing innovation organisation was struggling to forecast profit and revenue across a three-year horizon. Their existing process relied heavily on static reports and manual calculations, leading to inefficiencies and inaccuracies in projecting future financial outcomes. They needed a solution that could translate raw Salesforce pipeline data into a dynamic tool for clear forecasting.

The Solution: Davinsci designed a powerful Excel-based forecasting template, tailored to the company’s unique needs. By extracting sales pipeline data from Salesforce, the template took categorised opportunities by probability stage, distributing each opportunity’s projected revenue across monthly columns, spanning a rolling three-year horizon from the present month forward. This approach not only allowed for granular tracking but also provided a bird’s-eye view of the company’s financial landscape.

To further enhance usability, the template included:

• Automatic summation of opportunities by probability stage.
• Visualisations in the form of stepped bar charts, segmented by office and location, offering stakeholders an at-a-glance understanding of revenue potential (see above).
• Rolling date selection, future-proofing the template by allowing the current month to be updated and providing a three-year time horizon from the present.
• Most challengingly, the template took contractual payment terms input, calculating revenue forecasts for opportunities based on project durations and agreed invoicing dates.

The Impact: This forecasting tool transformed how the organisation planned its financial future. Sales teams gained clarity on which stages required the most focus, while leadership could confidently strategise using accurate, visually compelling data.

Project Two: Unlocking Account-Level Success with Historical Analysis

The Challenge: As part of a strategic review, a global events company sought to understand their historical performance with client accounts. They needed a clear picture of their top-performing accounts over the past six years, including success rates, gross profit contributions, and revenue patterns. Their existing reports were cumbersome, making it difficult to extract meaningful trends or actionable insights.

The Solution: Leveraging the raw data exported from Hubspot, DaVinSci created an advanced analysis template that delivered deep insights into account performance. The solution included:

1. Comprehensive Metrics:
   • Number of opportunities per account.
   • Win, in-process, and loss percentages.
   • Contribution to annual and overall gross profit and revenue.
   • Comparison of profit and revenue won versus lost.
2. Automated Ranking:
   • Lists of the top ten accounts by year and overall, ranked by revenue and profitability.
3. Dynamic Visualisations:
   • Dashboards built using Dash and Render sourcing data from dynamic templates designed on live Google Sheets to create interactive visual displays, including trend lines, pie charts, and bar graphs. Stakeholders could filter and drill down into specific accounts or time periods for a more nuanced view.

The Impact: This project delivered more than just numbers. It gave the organisation a clear understanding of their historical strengths and areas for improvement. Leadership used the insights to identify patterns in client success, refine their targeting strategies, and allocate resources to high-potential accounts. The dynamic dashboards have become a cornerstone of quarterly strategy meetings, fostering data-driven decision-making across the board.

Project Three: Empowering Individual Performance Through Sales Analytics

The Challenge: Senior leadership wanted a granular view of individual sales team performance to identify strengths, weaknesses, and opportunities for growth. Existing reports lacked the depth required to compare teams effectively or recognise trends across different metrics.

The Solution: DaVinSci developed a tailored template that provided a comprehensive breakdown of sales performance by individual team member. Using data extracted from Salesforce, the template analysed key metrics, including:

• Total opportunities handled.
• Win/loss ratios and conversion rates by stage.
• Gross profit and revenue contributions.
• Time-to-close averages for each salesperson.

The data professional designed visualisations specifically for senior leadership, including heatmaps highlighting top performers, bar graphs comparing revenue contributions, and scatter plots showing time-to-close efficiency. These insights were integrated into a user-friendly dashboard, making it easy for leadership to evaluate performance trends over time.

The Impact: This granular analysis proved transformative for both leadership and the sales team. Managers gained a clear view of each salesperson’s contributions and areas needing support, while team members received actionable feedback to help them improve. The result was a more motivated and efficient sales team, backed by a culture of transparency and data-driven accountability.

Key Takeaways: Turning Data Into Decisions

Across these three projects, the value of expert data manipulation and visualisation became clear. By transforming raw Salesforce and Hubspot reports into actionable tools, DaVinSci empowered businesses to:

1. Improve Forecasting Accuracy: Forecasting tools provided clarity on future revenue, enabling strategic planning with confidence.
2. Enhance Account Insights: Historical analyses revealed top-performing accounts and informed resource allocation.
3. Boost Individual Performance: Salesperson-level analytics drove accountability and personal growth within the team.

In each case, the combination of clear statistical analysis and compelling visualisations turned overwhelming data into actionable intelligence. The result? Organisations gained the insights they needed to make informed decisions, stay ahead of the competition, and achieve their goals.