Excel for Sales Professionals

Course details

This course equips sales professionals with the skills to effectively use Excel for sales tracking, data analysis, and performance improvement. Learn how to clean and structure sales data, calculate core metrics like win rates and deal sizes, and evaluate performance across teams and lead sources. The course also covers creating dynamic sales dashboards for visualizing key insights and automating updates. Through hands-on challenges and practical exercises, instructor Matt Brattin helps you build confidence in applying Excel to real-world sales scenarios, driving efficiency and results. Check out this course to gain a comprehensive toolkit to optimize your sales processes.

Learning objectives
Identify key Excel functionalities for data preparation, sales analysis, and dashboard creation.
Explain the importance of clean and structured data, and describe the relationship between sales metrics and performance evaluation.
Use Excel to calculate metrics such as deal sizes, win rates, and pipeline forecasts, and design sales dashboards to visualize insights effectively.
Evaluate sales performance data to identify trends, areas for improvement, and actionable strategies for team coaching or process optimization.
Develop an interactive and automated sales dashboard that integrates core and performance metrics, enabling informed decision-making.

Concepts

0. Introduction

01 - Using Excel as a sales professional
02 - Navigating the sales data file

1. Data Preparation

03 - Reviewing sales data sources
04 - Structuring sales data in Excel tables
05 - Reviewing key sales data fields
06 - Cleaning sales data in Excel
07 - Planning measures and metrics for your sales dashboard
08 - Challenge - Reviewing key sales data concepts
09 - Solution - Key sales data concepts

2. Core Sales Measures and Metrics

10 - Aggregating sales opportunity measures, part 1
11 - Aggregating sales opportunity measures, part 2
12 - Adding sales metrics to the data rollup
13 - Summarizing sales rep performance
14 - Lead source and loss reason summaries
15 - Challenge - Core sales measures and metrics
16 - Solution - Core sales measures and metrics

3. Laying the Foundation for Dynamic Calculations

17 - Setting up the index tab for dates and filters
18 - Building interactive controls for filtering
19 - Introducing checkboxes and Boolean logic for filtering
20 - Applying Boolean switches to CRM data
21 - Challenge - Dynamic sales filtering and logic
22 - Solution - Dynamic sales filtering and logic

4. Dashboard Creation

23 - Planning and compiling dashboard inputs
24 - Planning and compiling dashboard inputs, part 2
25 - Designing the dashboard layout
26 - Adding dynamic charts and formatting
27 - Finalizing dashboard fit and finish
28 - Challenge - Building a dynamic sales dashboard
29 - Solution - Building a dynamic sales dashboard

Conclusion

30 - Wrap-up and next steps