What sales indicators should be analyzed?
Posted: Wed Jan 29, 2025 5:52 am
So, from the very beginning, it is necessary to collect enough information, having previously determined what data you will be looking at and for what periods. It is recommended to study the following indicators:
The number of units sold (in pieces) and the proceeds (in rubles). About once a month, you should summarize the data on how much product was sold and the proceeds for each type of product. This will ultimately give a clear idea of when sales begin to limp and why. In addition, it will become clear how the average price food and beverage email list for a particular product is changing as a result of promotions and additional discounts.
Product cost. Always taken into account when analyzing product sales and is of considerable importance. Based on cost, you can competently build pricing and marketing policy of the company as a whole, calculate the average profitability of a particular position, determine the most profitable types of goods and actively promote them. Such data should be collected once a month or, if circumstances do not allow more often, once a quarter, but not less often.
Sales volumes by specific regions and areas. If a company operates in different geographic areas and has its own branches in them, then it is better to collect statistics by region, and monthly. This will make it clear which areas have a greater impact on the overall sales picture and why.
Distribution of the company's products across the sales network (distribution). Sales volume indicators are of great importance here, and if it is possible to track the availability of a certain product in the RT, then it is necessary to study and adjust the distribution approximately once every three months. To obtain data on existing demand, it is necessary to calculate the turnover of products at a specific point of sale. To do this, sales are divided by the number of RTs. It is most convenient to monitor distribution quarterly, but it is possible to do it more often.
What sales indicators should be analyzed?
Source: Mer_Studio / shutterstock.com
Number of buyers. This indicator is important for analyzing product sales if the company attracted dealers to cooperation or business development was aimed at the B2B sphere. The information received makes it possible to evaluate the qualitative indicators of the increase in sales volumes, to understand, for example, whether this was a consequence of increased demand or whether the expansion of the sales market had a greater impact.
When performing sales analysis, consider the following points:
what is the sales picture for the main types of products, the sale of which brings in 80% of profits;
how much do sales and income volumes differ if a comparative analysis is conducted for the same time period for the previous year;
how the cost-price-profit chain has been transformed for specific types of products;
What are the qualitative indicators of growth in sales volumes, that is, indicators for one point of sale and one buyer.
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"Lead generation - what is it? Basic methods and how to manage them"
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First, the positions for study are selected, and statistics are collected for the current year and the same period for the previous year.
All data is entered into a table with the fields "pieces", "rubles", "cost price", "price (average)", "profit received", "profitability indicator". Sales analysis is performed based on this table.
Data for the previous year is necessary to compare them with current values. This will allow us to determine qualitative indicators of sales growth.
After this, the most effective sales areas are determined and data on shipments to them is collected. Revenue is assessed in relation to sales channels and priority product categories. The unit of accounting is rubles, which will allow monitoring sales. If it turns out that the indicators in one of the areas fluctuate greatly, then a more in-depth analysis is required.
The number of units sold (in pieces) and the proceeds (in rubles). About once a month, you should summarize the data on how much product was sold and the proceeds for each type of product. This will ultimately give a clear idea of when sales begin to limp and why. In addition, it will become clear how the average price food and beverage email list for a particular product is changing as a result of promotions and additional discounts.
Product cost. Always taken into account when analyzing product sales and is of considerable importance. Based on cost, you can competently build pricing and marketing policy of the company as a whole, calculate the average profitability of a particular position, determine the most profitable types of goods and actively promote them. Such data should be collected once a month or, if circumstances do not allow more often, once a quarter, but not less often.
Sales volumes by specific regions and areas. If a company operates in different geographic areas and has its own branches in them, then it is better to collect statistics by region, and monthly. This will make it clear which areas have a greater impact on the overall sales picture and why.
Distribution of the company's products across the sales network (distribution). Sales volume indicators are of great importance here, and if it is possible to track the availability of a certain product in the RT, then it is necessary to study and adjust the distribution approximately once every three months. To obtain data on existing demand, it is necessary to calculate the turnover of products at a specific point of sale. To do this, sales are divided by the number of RTs. It is most convenient to monitor distribution quarterly, but it is possible to do it more often.
What sales indicators should be analyzed?
Source: Mer_Studio / shutterstock.com
Number of buyers. This indicator is important for analyzing product sales if the company attracted dealers to cooperation or business development was aimed at the B2B sphere. The information received makes it possible to evaluate the qualitative indicators of the increase in sales volumes, to understand, for example, whether this was a consequence of increased demand or whether the expansion of the sales market had a greater impact.
When performing sales analysis, consider the following points:
what is the sales picture for the main types of products, the sale of which brings in 80% of profits;
how much do sales and income volumes differ if a comparative analysis is conducted for the same time period for the previous year;
how the cost-price-profit chain has been transformed for specific types of products;
What are the qualitative indicators of growth in sales volumes, that is, indicators for one point of sale and one buyer.
Read also!
"Lead generation - what is it? Basic methods and how to manage them"
Read more
First, the positions for study are selected, and statistics are collected for the current year and the same period for the previous year.
All data is entered into a table with the fields "pieces", "rubles", "cost price", "price (average)", "profit received", "profitability indicator". Sales analysis is performed based on this table.
Data for the previous year is necessary to compare them with current values. This will allow us to determine qualitative indicators of sales growth.
After this, the most effective sales areas are determined and data on shipments to them is collected. Revenue is assessed in relation to sales channels and priority product categories. The unit of accounting is rubles, which will allow monitoring sales. If it turns out that the indicators in one of the areas fluctuate greatly, then a more in-depth analysis is required.