Draft, not yet verified. Written from the typical scope of this role, not from records. Before publishing: correct anything that isn't what you actually did, replace each highlighted [number] with a figure you can defend in an interview (or a plain description of the change, never an estimate), then delete this note.
01 · The problemAttainment lived outside the system
Quotas were set in planning spreadsheets by territory and never made it into the CRM. Bookings lived in Salesforce. Someone joined the two by hand each month, and reps kept their own count, which never matched.
K-12 buying follows school budget and adoption calendars, so a rep could look behind for months and then close the year in a few weeks. Without consistent attainment data, managers coached on instinct, and nobody could say whether a rep had a pipeline problem, a win-rate problem or a deal-size problem.
02 · What I builtQuota in the data model, coaching from rules
- Quota as data: one record per rep per period, loaded from the planning files with Informatica, so attainment had a denominator the system could see.
- Written crediting rules for who gets credit for a booking, including [territory / overlay / split rules you actually used], applied in SQL rather than by hand.
- Attainment views in Power BI by rep, manager and region, refreshed [daily / weekly], with the season's shape built in so pacing compared like with like.
- A coaching view that compares each rep's win rate, cycle length, deal size and pipeline coverage with the team and names the gap: qualification, velocity, deal size or pipeline generation.
The coaching view didn't replace manager judgment. It decided where the 1:1 started.
03 · StackWhat it ran on
| Layer | Tool | Used for |
|---|---|---|
| CRM | Salesforce | Opportunities, territories, ownership |
| Integration | Informatica | Loading quota and planning data alongside CRM data |
| Modeling | SQL | Crediting rules, attainment, rep benchmarks |
| Reporting | Power BI | Rep, manager and leadership attainment and coaching pages |
04 · What changedOutcome
- Attainment reporting moved from [manual monthly join] to [automated refresh].
- Used by [N reps and N managers].
- [What happened to crediting disputes, or describe the change in plain terms]
- [A coaching outcome you can defend, or remove this line]
Company data is not shown. The demo on this site applies the same coaching rules to a simulated team: see rep performance.