Data Visualization

Blog of the Data Visualization & Communication Course at OSB-AUB

This is my favorite part about analytics: Taking boring flat data and bringing it to life through visualization” John Tukey

Allocating Sales Call Cycles

Allocating Sales Call Cycles

While working on the Sales Call Cycle of a private distributor in Lebanon, we generated the following graph to analyze our clients’ contribution to total revenues. As we observe in the diagram depicting the relationship between the recency score and money score, the clients with higher money scores also have a higher percentage of recency. Those with recency scores of 2, always appear in every money score band. This is probably due to three reasons, in the past year business has not been optimal and only the larger institutions can order consistently, this could also be why this is also the case for why clients with money scores of 3 and 4 most commonly order frequently. The second probable reason is that company keeps a closer eye on larger institutions, so when management realizes that a large client has not ordered in a while, they tend to follow up and get an order. The final reason is that smaller companies tend to run out of business at a much higher rate than their larger counterparts. These businesses might either have ordered once and ran out of work or couldn’t pay their fees on time, and were dropped as a result. For the relationship between recency scores and frequency scores, it makes logical sense that those who have a high frequency have a higher probability of being more frequent. The amount of low recency and high frequency clients that exist is cause for concern. These are frequent clients that haven’t ordered in a while, so there is something unusual about their behavior. For this reason, the company allocated a new sales call cycle to trigger those businesses.

 

Salesperson Regional Allocation

Salesperson Regional Allocation

 

As part of the final project, it was interesting to see the regional allocation of the salesperson. The first visual shows how many visits to the client should be made for each region.

The second visual shows the allocation of the salesperson according to regions as well as the number of visits required. With 2,358 visits to make and with five clients per day, we can say that we will need six salespeople (2358/75) and some will have to see more than five clients per day on some days. This just means at least one day a week they will have to see one or two more existing customers rather than meet with new ones.

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