Join Dave Grow, COO at Lucid Software and Scott Berinato, Senior Editor at Harvard Business Review and author of Good Charts: The HBR Guide to Making Smarter, More Persuasive Data Visualizations [On Demand Webinar] Scott is an award-winning writer, editor, content architect, and self-described “dataviz geek” who relishes the challenge of finding visual solutions to communication problems. At HBR he has championed the use of visual communication and storytelling and has launched successful visual formats, including popular narrated infographics, on HBR.org.
6. Exit this room. Turn right and walk 10 feet to
the end of the hallway, where you’ll be facing
a large conference room. Turn left and walk
another 12 feet until you come to the end of
that hallway. To your left is a fire alarm, near the
elevator. To your right at the end of the hall is a
stairwell. Do not go to the elevator. Turn right
and walk another 12 feet to the end of the hall,
turn left and enter the stairwell. Go down two
flights of stairs and exit the building at the door
at the bottom of the stairs.
8. The census counted more than 20 million households as being
located outside any metropolitan area—that is, in rural America.
And it found that these households saw their incomes drop by 2
percent between 2014 and 2015: from $45,534 to $44,657.
There were 63 million households inside metropolitan areas but
outside the area’s principal city—that is, in the suburbs. These
households enjoyed healthy income growth of 4 percent, from an
already high $61,671 to $64,144.
But the biggest gains accrued to the 41 million households located
in the principal city of a metropolitan area. They saw their incomes
grow an impressive 7.3 percent. Their incomes went from $47,095
to $51,378.
—Vox
11. A REP’S PAST PERFORMANCE
DOESN’T PREDICT FUTURE PROFITS
A REP’S PAST PERFORMAN
DOESN’T PREDICT FUTURE
Decile of
sales force
2ND1ST 4TH3RD 6TH5TH 8TH 9TH 10TH7TH
<<< Revenue
undervalues reps’
future profitability
Revenue >>>
overvalues reps’
future profitability
ANNUAL
AVERAGES
(THOUSANDS)
Salesperson future value Salesperson revenue
SOURCE: V. KUMAR, SARANG SUNDER,AND ROBERT P. LEONE
$100
SALES REPS’ AVERAGE ANNUAL REV
1st 2nd 3rd 4th 5th
50
0
*CALCULATED USING A PROPRIETARY FORMULA.
SOURCE: RESULTS FROM A STUDY OF ONE B2B COM
BYV. KUMAR, SARANG SUNDER, AND ROBERT P. LEO
Costly
reps
Valuable
reps
REPS’ DECILE RANKING
By looking not just at the revenue reps have generated but at their future
profitability, you may find that your top performers are even more
valuable than you thought—and your low performers even more costly.
$100,000
$80,000
$60,000
$40,000
$20,000
$00,000
For both high—and low—performing sales reps
in a B2B company, revenue generated was not
a good indicator of expected future profitability,
calculated using a special formula.
12. RMANCE
TURE PROFITS
A REP’S PAST PERFORMANCE
DOESN’T PREDICT FUTURE PROFITS
TH 6TH5TH 8TH 9TH 10TH7TH
ue >>>
alues reps’
e profitability
n future value Salesperson revenue
D ROBERT P. LEONE
$100
SALES REPS’ AVERAGE ANNUAL REVENUE (IN THOUSANDS)
1st 2nd 3rd 4th 5th 6th 7th 8th 9th 10th
50
0
*CALCULATED USING A PROPRIETARY FORMULA.
SOURCE: RESULTS FROM A STUDY OF ONE B2B COMPANY
BYV. KUMAR, SARANG SUNDER, AND ROBERT P. LEONE
Current
Future potential*
Costly
reps
Valuable
reps
REPS’ DECILE RANKING WITHIN SALES FORCE
ue reps have generated but at their future
our top performers are even more
d your low performers even more costly.
oth high—and low—performing sales reps
B2B company, revenue generated was not
od indicator of expected future profitability,
ulated using a special formula.
13. 0
2
4
6
8
10%
9.0
9.5
10.0
10.5
11.0
11.5
GLOBAL LIGHT VEHICLE PENETRATION—
ONE SCENARIO
LIGHT VEHICLE SALES
TESLA SHARE
GLOBAL PROJECTIONS
LIGHT VEHICLE SALES
IN MILLIONS
2017
SOURCE: GOLDMAN SACHS GLOBAL INVESTMENT RESEARCH
18 19 20 21 22 23 24 25
14. 0
2
4
6
8
10
12
GLOBAL LIGHT VEHICLE PENETRATION—
ONE SCENARIO
LIGHT VEHICLE SALES
IN MILLIONS
All other
light vehicles
Tesla
SOURCE: GOLDMAN SACHS GLOBAL INVESTMENT RESEARCH
GLOBAL PROJECTIONS
2017 18 19 20 21 22 23 24 25
16. “Everyone in our business
knows they need to visualize
data, but it’s easy to do
poorly. We invest in it. We’re
excited if we can use it right
while they use it wrong.”
—Daryl Morey, GM, Houston Rockets
17. TRAVEL FREQUENCY (TRIPS PER YEAR)
TRAVEL STRESS INDEX
WHO SUFFERS MOST FROM TRAVEL STRESS?
5 10 15 20 25 300
10
0
20
30
40
50
60
70%
SOURCE: CARLSON WAGONLIT TRAVEL (CWT) SOLUTIONS GROUP, TRAVEL STRESS INDEX RESEARCH (2013)
GOODMATTERS
TOCAREERS
18. “Right now, I’m special
because so many people are
intimidated by dataviz. But
that’s changing. I’m working
on getting to the next level.”
—India Swearingen, United Way of the Bay Area
30. “I would be remiss if, at
this moment, I didn’t pause
to cogitate on two important
matters related to the
discussion at hand.”
—Anonymous
31. VISUALGRAMMAR
COLORMATTERS
WHEN DO PEOPLE BUY ON OUR WEBSITE?
PERCENTAGE OF SALES
Men’s apparel
Women’s apparel
Men’s apparel
Women’s apparel
TIME OF DAY
Men’s apparel
Women’s apparel
12–6am 6am–12pm 12–6pm 6pm–12am
12–6am 6am–12pm 12–6pm 6pm–12am
12–6am 6am–12pm 12–6pm 6pm–12am
WHEN DO PEOPLE BUY ON OUR WEBSITE?
PERCENTAGE OF SALES
Men’s apparel
Women’s apparel
Men’s apparel
Women’s apparel
TIME OF DAY
Men’s apparel
Women’s apparel
12–6am 6am–12pm 12–6pm 6pm–12am
12–6am 6am–12pm 12–6pm 6pm–12am
12–6am 6am–12pm 12–6pm 6pm–12am
WHEN DO PEOPLE BUY ON OUR WEBSITE?
PERCENTAGE OF SALES
Men’s apparel
Women’s apparel
Men’s apparel
Women’s apparel
TIME OF DAY
Men’s apparel
Women’s apparel
12–6am 6am–12pm 12–6pm 6pm–12am
12–6am 6am–12pm 12–6pm 6pm–12am
12–6am 6am–12pm 12–6pm 6pm–12am
32. VISUALGRAMMAR
THEGRIDMATTERS
GOLD PRICE PER OUNCE IN $US
1,200
1,100
1,300
1,250
1,125
1,225
1,275
1,325
1,375
1,150
1,175
1,350
$1,400
6/1/2014
8/2/2014
9/1/2014
10/1/2014
11/2/2014
12/2/2014
1/1/2015
2/2/2015
3/2/2015
4/1/2015
5/1/2015
5/15/2015
7/1/2014
GOLD PRICE PER OUNCE IN $U
1,100
$1,
GOLD PRICE PER OUNCE IN $US
1,200
1,100
1,300
$1,400
May
2014
Sept.
2014
Jan.
2015
May
2015
33. VISUALGRAMMAR
USAGEMATTERS
Executives
TRAVEL EXPENSES BY DEPARTMENT
Marketing IT Sales Finance HR
$2,000
IN THOUSANDS
1,500
1,000
500
SOURCE: COMPANY RESEARCH
Executives
TRAVEL EXPENSES BY DEPARTMENT
Marketing IT Sales Finance HR
$2,000
IN THOUSANDS
1,500
1,000
500
SOURCE: COMPANY RESEARCH
44. CONTEXT
FIELDOFVIEW
VINYL SALES SINCE 1993
8
10
6
4
2
1993
SOURCE: RIAA
96 99 02 05 08 11 14
MILLIONS OF UNITS
VINYL SALES SINCE 1993
8
10
6
4
2
1993
SOURCE: RIAA
96 99 02 05 08 11 14
MILLIONS OF UNITS
45. CONTEXT
FIELDOFVIEW
VINYL SALES SINCE 1973
SOURCE: RIAA
MILLIONS OF UNITS
1973
600
450
300
150
Vinyl single (45)
Vinyl LP/EP
8178 8784 90 93 96 99 0502 08 11 14
VINYL SALES SINCE 1973
SOURCE: RIAA
MILLIONS OF UNITS
1973
600
450
300
150
Vinyl single (45)
Vinyl LP/EP
8178 8784 90 93 96 99 0502 08 11 14
46. CONTEXT
ANGLE
GOLD PER OUNCE SILVER PER OUNCE
5/14 8/14 11/14 2/15 5/15
15
16
17
18
19
20
21
$22
1,100
1,150
1,200
1,250
1,300
$1,350
SOURCE: BULLIONVAULT.COM
PRICE PER OUNCE
$1,500
PRICE OF GOLD AND SILVER
PRICE OF GOLD AND SILVER
GOLD PER OUNCE SILVER PER OUNCE
5/14 8/14 11/14 2/15 5/15
5/14 8/14 11/14 2/15 5/15
15
16
17
18
19
20
21
$22
1,100
1,150
1,200
1,250
1,300
$1,350
SOURCE: BULLIONVAULT.COM
PRICE PER OUNCE
Silver
Gold
300
600
900
1,200
$1,500
PRICE OF GOLD AND SILVER
PRICE OF GOLD AND SILVER
GOLD PER OUNCE SILVER PER OUNCE
5/14 8/14 11/14 2/15 5/15
15
16
17
18
19
20
21
$22
1,100
1,150
1,200
1,250
1,300
$1,350
SOURCE: BULLIONVAULT.COM
PRICE PER OUNCE
Gold
900
1,200
$1,500
PRICE OF GOLD AND SILVER
PRICE OF GOLD AND SILVER
47. CONTEXT
ANGLE
5/14 8/14 11/14 2/15 5/15
5/14 8/14 11/14 2/15 5/15
Silver
300
600
SOURCE: BULLIONVAULT.COM
PERCENT CHANGE IN PRICE FROM 5/14
PRICECHANGE:GOLDAND SILVER
Silver
Gold
-20
-10
0
10%
SOURCE: BULLIONVAULT.COM
5/14 8/14 11/14 2/15 5/15
5/14 8/14 11/14 2/15 5/15
PRICE PER OUNCE
Silver
Gold
300
600
900
1,200
$1,500
SOURCE: BULLIONVAULT.COM
PERCENT CHANGE IN PRICE FROM 5/14
PRICECHANGE:GOLDAND SILVER
Silver
Gold
-20
-10
0
10%
SOURCE: BULLIONVAULT.COM
GOLD PER OUNCE SILVER PER OUNCE
5/14 8/14 11/14 2/15 5/15
15
16
17
18
19
20
21
$22
1,100
1,150
1,200
1,250
1,300
$1,350
SOURCE: BULLIONVAULT.COM
PRICE PER OUNCE
Silver
Gold
300
600
900
1,200
$1,500
PRICE OF GOLD AND SILVER
PRICE OF GOLD AND SILVER
48. CONTEXT
POINTOFVIEW
CUSTOMER PURCHASE ACTIVITY BY TIME OF DAY
SALES DOLLARS, IN THOUSANDS
$800
600
400
200
0:00
2:00
4:00
6:00
8:00
10:00
12:00
14:00
16:00
18:00
20:00
22:00
0
SOURCE: COMPANY RESEARCH
CUSTOMER PURCHASE ACTIVITY BY TIME OF DAY
SALES DOLLARS, IN THOUSANDS
$800
600
400
200
0:00
2:00
4:00
6:00
8:00
10:00
12:00
14:00
16:00
18:00
20:00
22:00
0
SOURCE: COMPANY RESEARCH
CUSTOMER PURCHASE ACTIVITY BY TIME OF DAY
SALES DOLLARS, IN THOUSANDS
$800
600
400
200
0
0:00
2:00
4:00
6:00
8:00
10:00
12:00
14:00
16:00
18:00
20:00
22:00
SOURCE: COMPANY RESEARCH
CUSTOMER PURCHASE ACTIVITY BY TIME OF DAY
SALES DOLLARS, IN THOUSANDS
$800
600
400
200
0
0:00
2:00
4:00
6:00
8:00
10:00
12:00
14:00
16:00
18:00
20:00
22:00
SOURCE: COMPANY RESEARCH
66. AGOODCHART.
Cardinals
A’s
Tigers
Padres
Astros
Rangers
Angels
Indians
Diamondbacks
MLB STADIUM
8
SOURCE: TEAM MARKETING REPORT INC.
Unconscionable
$186/case
Red Sox
Outrageous
$138–$144/case
Giants
Mariners
Yankees
Marlins
Blue Jays
Cubs
Mets
Exorbitant
$103–$131/case
Braves
Reds
Orioles
Rays
Cardinals
A’s
Tigers
Nationals
Royals
White Sox
Twins
Brewers
Rockies
Phillies
Padres
Astros
Expensive
$81–$99/case
Pirates
Indians
Dodgers
Rangers
Angels
Diamondbacks
Liquor store case: $20 Ballpark average: $115
$0 $150
Fans know they’re getting
robbed, but converting the
cost of beer at all the MLB
parks into a measure they
can easily relate to shows
just how bad it is.
IF YOU BOUGHT
A CASE OF BEER
AT A BALLPARK