Sales Analytics: Decision Making with AI

A programme that reads sales data through funnel metrics, segmentation, forecasting and profitability, and turns it into action.

Duration: 1 day
Format: On-site / Online
Level: Intermediate
Category: Data & Sales

Most sales teams watch the revenue figure, but revenue is a lagging indicator. This programme puts leading indicators, segment profitability and forecasting at the centre, and ties decisions to numbers.

Who it is for

Sales managers and regional leads
Sales operations and reporting teams
Specialists involved in pricing and profitability decisions

By the end of this programme

Know the structure of sales data and what each metric says
Calculate funnel conversion rates and find the bottleneck
Separate customer segments by value
Set targets using simple forecasting methods
See the profitability effect of price and discount decisions
Build a sales dashboard that can actually be followed

Programme content

The anatomy of sales data

Transaction, customer, product and representative dimensions; data quality and definition mismatches.

Funnel metrics and conversion rates

Stage-by-stage conversion, loss analysis and locating the bottleneck.

Segmentation and customer value

The RFM approach, lifetime value and allocating resources by segment.

Forecasting

Trend and seasonality, simple forecasting methods, target setting and variance tracking.

Price and profitability analysis

The effect of discounting, contribution margin, product and customer profitability; making loss-making work visible.

AI-supported scenario work

Calculating alternative scenarios quickly and preparing the comparison for management.

Building a sales dashboard

Choosing the metrics to track, the update rhythm and sharing the dashboard with the team.