How to analyze sales performance

The main business problem of our time is not the production of a product, but its marketing. Given the abundance of goods and services, only a company capable of successfully selling its product can become competitive. To control and improve trading indicators, it is necessary to correctly assess the available data, i.e. be able to analyze sales performance.

Instruction manual

1

Analyze quantitative indicators, this work is usually not difficult, because all the data can be visualized. The main thing is to highlight the main indicators for analysis that reflect the effectiveness of your particular business with its specificity. In some types of business, this may be the number of phone calls, in others, the number of found partner customers. Working with numerical indicators allows you to estimate the amount of resources needed to complete a sales plan. If you increase the number of calls, partners and employees, sales figures will certainly grow. However, analysis of quantitative indicators alone is not enough to adequately assess performance.

2

Analyze quality indicators, such as the professional and personal performance of your employees. Such an analysis is more complicated than comparing quantitative indicators, but it allows assessing the situation at a different level. Why can't it be ignored? Firstly, the sales market has borders, you need to work with it constantly, looking for the best use of the market situation. Secondly, external conditions that do not depend on you can change. For example, a competitor has a new product of the same price range as yours, but of better quality. Now, for the sale of a unit of goods, you will have to invest much more resources, for example, you need to make 15 instead of 10 calls. In a situation of intense competition, an advantage is given to a company whose specialists clearly formulate qualitative indicators and develop methods for their control and work to increase these indicators.

3

Analyze the work of employees at different stages. This will reveal at what stage a particular seller has difficulties. Presentation of oneself and the company is more difficult for one, work with objections to the other. Thus, before your eyes you will have an individual profile of each employee. You will be able to work with the difficulties of each of them, increasing the qualification of the employee, developing skills that he does not possess at the time of the assessment.