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Data Analytics for Sales Leadership

Grow your sales career by leveraging data to create critical insights & meaningful results

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For six years, we’ve delivered hands-on education to growth-minded professionals, equipping them with the tech-driven skills for the future of work. Now, we're taking our programs fully online to ensure the safety of our community and prepare our learners for the increasingly remote workforce.

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Course Overview

  • Total Hours

    12 Hours over
    4 Days

  • Start Date

    Rolling Start Dates

  • Sales Case Studies

    Sales Case Data

  • CPSA Credit*

    CPSA Credit*

Data plays a critical role in sales. Sales leaders must be able to leverage data and technology to generate insights that inform sales decisions and activities.

Data Analytics for Sales Leadership is an introduction into how you can better collect, clean, analyze, and visualize data using Microsoft Excel and Google Sheets to make better data-driven sales and business decisions.

In conjunction with the Canadian Professional Sales Association, this 12-hour course explores sales-specific case studies that cover sales planning and execution, forecasting, pipeline management, sales rep performance, and much more.

* CPSA Professional Development Units are given only to CPSA members. All participants will receive a certificate upon satisfactory completion of the course.

Who is the course for?

Who is the course for?

This program was created by industry leaders for industry leaders in partnership between Lighthouse Labs and the Canadian Professional Sales Association. The course is for seasoned and aspiring sales leaders who understand the value of data in making informed business and sales decisions and could benefit from hands-on, outcome-focused training.


  • DAY 1 Data Analysis Foundations

    Learn the foundations of data analysis including the analysis process, calculating descriptive statistics and data cleaning using Excel functions such as VLOOKUP.
    • Data analysis process
    • Descriptive statistics
    • Data cleaning with Excel
  • DAY 2 Data Analysis Techniques

    Dive deeper into data collection by applying advanced Excel functions and pivot tables to sales data.
    • Data collection for team and organization insights.
    • Analyze key metrics (average deal size, number of deals, cycle time, win rate)
    • Data-driven decision making
    • Apply concepts of analyzing data to execute on sales targets
  • DAY 3 Planning & Forecasting

    Employ models for forecasting and planning. Learn to create linear regression models to identify relationship between variables.
    • Data collection for sales planning and forecasting
    • Correlation and linear regression in Excel
    • Trend analysis
    • Analyze and interpret discrepancies between predicted outcomes and actual outcomes
  • DAY 4 Data Visualization & Dashboards

    Visualize your findings and prepare insightful dashboards to build a data-driven business case.
    • Data visualization best practices and concepts
    • Build data-driven business case to improve the cycle of selling
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How we Teach.

How We Teach
  • Interactive Live Online Classes

    Remote classes use live-stream technology to encourage collaboration. Our instructors and mentors provide personalized help for all your questions to allow you to work through the activities.

  • Hands-on Sales-Related Activities

    Collect, clean, analyze and visualize data for:

    • Sales planning
    • Sales execution
    • Forecasting
    • Pipeline management
    • Sales rep performance

  • Online Mentorship

    What if you have questions during or after each class? That’s where our mentorship comes in. Mentors and instructors are available to answer your questions in real-time, or on Slack.

Work Outcomes

By the end of this program, learners will be able to:

  • Identify

    Identify relevant data to be collected, combined, and analyzed to support sales team goals

  • Present

    Present and communicate data insights by building data visualizations and data stories to inform sales planning & forecasting

  • Analyze

    Analyze team performance and organizational data to answer questions regarding sales team needs

  • Interpret

    Interpret the obtained quantitative results to validate hypotheses and gather meaningful sales team insights

  • Apply Formulas

    Apply formulas and functions to perform calculations or transformations on data

  • Apply Data Analysis

    Apply the data analysis process from start to finish on relevant sales data

Message from the CPSA


CPSA Members

$ 1,400 Register Now

General Public

$ 1,800 Register Now

Start Dates


* Prices are in Canadian dollar (CAD). Plus any applicable taxes. CSPA member discount cannot be combined with other discounts or scholarships.
** Times based on your current timezone ()

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