Automatisation des Indicateurs de Ventes : Ne pilotez plus votre commercial dans le rétroviseur
Automatisation des Indicateurs de Ventes : Ne pilotez plus votre commercial dans le rétroviseur
Walid Bergaoui
Sales Indicator Automation: Stop Steering Your Sales Team Through the Rearview Mirror
Every Monday morning, the same scene plays out. You pull the figures from the CRM, you compile the sales reps' Excel files, you manually check the "remaining to do" formulas — and by the time the report is finally ready, it's already talking about the past. You're steering your sales force through the rearview mirror. This training takes you to the other side: the one where the data arrives on its own, up to date, exactly when you need it, and where you make decisions about the present instead of merely noting the result.
The approach is concrete and field-oriented. You first learn to structure the data at the source — because "garbage in, garbage out": a dashboard is only as good as the CRM entries that feed it. You then connect your tools (CRM, ERP, prospecting files) to dynamic dashboards in Power BI or advanced Excel, then you build the indicators that truly drive performance: the weighted pipeline and the 30-60-90 day sales forecast, the conversion rate stage by stage (lead, quote, order), sales velocity and sales activity tracking. You move away from a culture of justification toward one of anticipation.
By the end of the program, you leave with a sales cockpit that updates on its own and that every salesperson checks on their mobile to track their own performance in real time. No more Friday-night manual reporting, no more outdated figures: decisions made at the right time, targets met, and management of effort as much as of results. You no longer suffer your data — you steer it.
What you walk away with
A training measured in deliverables, not theory. By the end, you'll hold in your hands:
Your sales dashboard — a Power BI or Excel cockpit connected to your data that refreshes automatically.
Your ready-to-use KPIs — weighted pipeline, win rate, velocity and sales forecast, calculated according to clear, shared rules.
A cleaned-up CRM database — standardized entries and calculation rules that serve as the reference for the entire company.
The mobile view for your sales reps — each salesperson tracks their figures in real time, wherever they are.
Program — 12 sessions of 1 hour
A path that starts from raw data and arrives at a cockpit that runs itself. We first structure the source, then build the indicators that drive decisions, then automate, move to mobile and set up the governance that makes it last.
Module 1 — Structuring data at the source (sessions 1-3)
1. From the rearview mirror to real-time steering — why manual reporting fails, the cost of outdated figures, and the "garbage in, garbage out" principle: dashboard quality is determined at data entry.
2. Auditing your sales process — mapping the lead, quote, order funnel; spotting where data is lost or degraded; defining what needs to be measured.
3. Cleaning and standardizing the CRM — cleaning up databases, normalizing opportunity statuses and entries so that calculations become reliable.
Module 2 — Connecting and building the dashboard (sessions 4-6)
4. Connecting your sources — linking CRM, ERP and prospecting files to Power BI or advanced Excel; importing and modeling sales data.
5. Transforming the data (ETL) — cleaning, cross-referencing and preparing tables with Power Query for a clean, reusable foundation.
6. Designing a dashboard that speaks — choosing the right visualizations, prioritizing information, making it instantly readable for a busy executive.
Module 3 — The KPIs that drive performance (sessions 7-10)
7. The weighted pipeline & forecasting — valuing the opportunity portfolio according to the probability of closing; building a reliable sales forecast at 30, 60 and 90 days.
8. The conversion rate (win rate) — measuring the transition through each stage and identifying where deals are lost: prospecting or closing?
9. Sales velocity — calculating cycle durations, detecting abnormal lengthening and anticipating a market or product problem.
10. Sales activity & the remaining to do — tracking calls, meetings and demos against targets; automating the "remaining to do" to manage effort, not just results.
Module 4 — Automating, distributing & making it last (sessions 11-12)
11. Automating the refresh & the mobile view — scheduling updates, reducing manual reporting and publishing a dashboard accessible on mobile for every salesperson.
12. Governance & adoption — locking in the calculation rules that serve as the reference, establishing the steering ritual and ensuring that the entire company reads the same figures.
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