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

Introduction

Using Excel as a sales professional
Navigating the sales data file

Data Preparation

Reviewing sales data sources
Structuring sales data in Excel tables
Reviewing key sales data fields
Cleaning sales data in Excel
Planning measures and metrics for your sales dashboard
Challenge - Reviewing key sales data concepts
Solution - Key sales data concepts

Core Sales Measures and Metrics

Aggregating sales opportunity measures, part 1
Aggregating sales opportunity measures, part 2
Adding sales metrics to the data rollup
Summarizing sales rep performance
Lead source and loss reason summaries
Challenge - Core sales measures and metrics
Solution - Core sales measures and metrics

Laying the Foundation for Dynamic Calculations

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

Dashboard Creation

Planning and compiling dashboard inputs
Planning and compiling dashboard inputs, part 2
Designing the dashboard layout
Adding dynamic charts and formatting
Finalizing dashboard fit and finish
Challenge - Building a dynamic sales dashboard
Solution - Building a dynamic sales dashboard

Conclusion

Wrap-up and next steps