Workshop on Sales Analytics

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Event Details

Workshop on Sales Analytics - Jan 29, 2019

Introduction :

"In a world where data is everywhere," making major decisions and plans using "gut" instinct is no longer necessary and can lead to big trouble for your sales organization. Learn how to harness the power of analytics to improve and power high, lasting sales performance.

Objective :

Sales data analysis provides you with the information you need for setting long- and short-term goals that are clear-cut, measurable and timely. Because it is data-driven, your team will see your goals as something they can achieve. It gives them something they can focus on and measure themselves against.

Key Point to be covered during the course :
Session 1 - Introduction 
  •  Introduce the objective of the Program, Program outline and the pedagogy

  •  Set expectations, goals and limitations

  •  What is Business Analytics

  •  Learnings from thought leaders 

  •  Business Analytics adoption, challenges and benefits – survey results 

  •  Where do we start and what steps to follow

  •  What skills required and the team composition

Session 2 - Analytical Thinking 
  •  Setting business context and asking right questions

  •  Mapping analytics project objective with sales goals/strategy 

  •  Developing and validating hypothesis

  •  Correlation is not causation

  •  Group exercise – what to analyse for different case studies

Session 3 – Understanding and exploring sales data - EDA 
  •  Exploring categorical and quantitative variables 

  •  Relationship between variables 

  •  Applying Basic statistics to sales data– Correlation,  p-value, R square, Box Plot, Scatter Plot 

  •  Hands-on: Applying EDA concepts using BI tool 

Session 4 – Visual Analytics for sales data
  •  What is Visual Analytics and why is it important

  •  Choosing appropriate charts/graphs for different business questions

  •  Best practices on visual analytics 

  •  Spatial Analytics 

  •  Hands-on Visual Analytics using BI tool & different sales case studies

Session 5 – Sales & Marketing Models
  •  Customer segmentation 

  •  Customer Churn

  •  Market Basket analysis

  •  Sales Forecast Model

Session 6 – Building interactive Sales dashboards
  •  Mid to Senior level management.
  •  Best design practices for dashboards

  •  Demo of few sales dashboards & storytelling

  •  Group Exercise – Designing dashboard for analytics project

  •  Hands-on exercise – Building dashboards & Story using BI tool

Target Audience :

Mid to Senior level management.

Mr. Sushant Panda a B.Tech. from IIT, BHU, Banaras and MBA from Asian Institute of Management and has more than 25 years of rich experience in various industries. Sushant has worked in various corporates like Larsen & Toubro, Tata Unisys, CMC, The Chase Manhattan Bank in various roles. After having worked in various corporate and MNC, Sushant became an Entrepreneur as a Director at Lauren Information Technology Pvt Ltd for a decade. Sushant founded Syum Labs with a vision to provide Services and Skills Development in the area of Business Intelligence/Analytics, Predictive Modelling, Machine Learning and IoT.  

Bombay Chamber, Mackinnon Mackenzie Bldg., 3rd Floor, 4, Shoorji Vallabhdas Road, Ballard Estate, Mumbai - 400001

Supriya Pandey
Tel: 61200250, 9820202236

Prashant Bais
Tel: 61200210, 9967705312
Participation Fee :   
Members  Rs. 4500 + 18% GST
Non-Members  Rs. 5000 + 18% GST

Bank Details for NEFT

Account No.




Bank Name

DCB Bank

Branch Address

Mahim (024), Mumbai

Cheque /Demand Draft should be drawn in favor of “BOMBAY CHAMBER OF COMMERCE AND INDUSTRY”.


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