In the recruitment process, there is an issue, with only a 10.41% of conversion rate and an average of 49 days to enroll a single merchant, the process must be modified.

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After reviewing the data from January 2020 to August 2021, the team start by normalizing the data that was left by the Analyst, working with the SQL database as a base to help us understand and find insights about the company. The data was not perfect, as there were some duplicates, there were columns with more than 90% empty and the dates were not in a PowerBi acceptable format. Based on the analysis, we found four insights and two recommendations.

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The first finding was that there is no evidence backing up the usage of the DISC model for the merchants. As of 842 merchants, 177 do not have a model assigned, meaning that 21% of total sellers are not included in the system, furthermore, only 45% of merchants have performed sales and 130 merchants have not performed sales in the last 30 days, giving us 249 actual active merchants in the network. Of which, 128 are considered stable, and 50 are not assigned, meaning that more than D and I, which are supposed to focus on the future and their own benefits, do not stay on the platform and the ones focusing on core values do stay. Since this model is not giving the expected result, and they do not have a connection with leads, we recommend stopping spending resources on it.

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Second, after analyzing the data on the channels used to receive new leads from prospects, we found that most users come from organic or paid searches, which also have the highest conversion rate with 11.76% and 12.24% respectively. But those channels also have the highest average days to purchase the Saas, with 50.19 and 57.01 days respectively. While referrals have an 8.45% conversion rate and 32.54 days to Saas, which are the best on closer to average, we recommend investing in the referrals channel with the active merchants

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Third, we found that there is no direct impact of bad reviews on the total profit generated by each merchant, as the best-selling merchants have reviews of 5, 4 a 1 star respectively. They have been only affected by bad reviews by the merchants with average reviews between 2 and 3.

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Fourth, we found that there is not a big selling product, with the bestselling product being aca2eb7d00ea1a7b8ebd4e68314663af with 527 total items sold, representing 0.47% of the total sales.

We recommend stopping the DISC model, as it is an unnecessary time spent for the sales rep managers and the model is not giving the results we expect. Instead, we recommend creating a model that could help the merchants to attract more sales, instead of a review system, a badge, or a ranking system. This system could allow the sellers to stay on the platform and attract new customers.

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We also recommend investing in a referrals channel system, which will allow the merchants to recommend and bring potential sellers to the platform. This system will work with an average conversion rate and a below the average days to Saas, to increase merchants on the platform. This method would also help the actual merchants stay active on the system.