Sales are what keep any and every business going. In order to consistently make sales and to grow your sales, it would be important to carry out sales analysis on a routine basis. Sales analysis is a series of activities that can make your sales process much more data-driven. Your business would have customers in various places in the digital world.
Why exactly does your business need sales analysis?
With sales analysis, there are a number of benefits that your business would get. Each activity that you undertake in the sales pipeline can be measured and analyzed with the help of sales analytics. This would help you get a very clear picture of where you should invest your time and money so that you are able to optimize your functions. When you speak about making optimum use of the limited resources available to small businesses, you can be sure that sales analysis will help you make the best use of resources in a way that the ROI will be enhanced.
Generating insights is also one of the main functions of sales analysis so that you are able to develop a seamless and airtight strategy that will help you reach your segment and understand the needs of the customers within that segment. Positioning will also become a breeze with the targets and insights that you generate with the help of sales analysis.
Sales Analysis Metrics
This brings us to the next topic which is sales analysis metrics. These metrics and the various elements that should form the pillars and the cornerstones of the strategy that you construct for establishing a functional relationship between reach and engagement. This bridging of the gap would be done with the help of the right information at the right time, to be used by the right team members as well. Sales analysis will be able to help you understand these metrics in terms of the information that would have been captured in the lead generation phase.
Here are the top 10 sales analysis metrics that you would need for your business:
1. Sales Growth:
The very first metric that you would have to cater to and understand is the rate of sales growth. This would be studied with the sales analysis process and system so that you generate the right insights in order to make sure that the sales grow at the right rate when certain resources are invested in a certain quantity. The sales growth function is something that would need constant updates so that you are able to understand where the improvement is required and which resources are to be used at which time and in what qualifies for a certain output.
2. Setting Targets:
With the sales analysis, you would be able to get figures and insights that would show you the buying behaviour of the customers you are targeting in a certain segment and demographic. This would also show you the growth of sales for similar products in that segment so that based on this comparison; you would be able to chart a proper strategy with the targets in place. The targets that would form the pillars of your strategy in terms of the elements of the sales engagement, would also be established with the sales analysis process.
3. Identifying Opportunities:
there are segments that a business would know about and then there would be segments that the business would not be aware of. The sales analysis process would help in identifying opportunities where none could be seen earlier. With the help of this function, you would be able to see the various segments where you can possibly make sales and find customers.
4. Customer Retention:
The sales analysis process would also show you the loopholes and gaps in the process of after-sales service and order management so that you would be able to retain your customers for repeat sales, cross-selling and up-selling when there are new and improved products launched by the business as well. It is just as important to retain a customer in the long run as it is to make a conversion for the first time.
5. Conversion Rate:
This is a no brainer when we are conducting sales analysis for our business. The insights and the routine reports would help in getting the targets that would increase the rate of conversions. When we carry out such a function, we are able to see the trends that propel buyers to the end of the sales pipeline. This would help in getting more conversions.
6. Sell Through with Sales Forecasting:
The sales analysis process will help us understand how soon the inventory would move based on the buying choices of customers for similar products. This would involve sales forecasting for a proper record of sell-through.
7. Market Share:
What share of the market would you have when you enter a certain segment? This is a question that would be answered by proper sales analysis so that you can get crucial figures and insights to understand what you need to do for increasing sales and your market share as well.
8. Average Value of Purchases:
The sales analysis process would help in understanding what is the average sale price that motivates buyers to make a purchase for a similar product in that segment. This would help in making sure that your inventory moves on time.
9. Regional Sales:
The regional sales would help you understand where your product or service would sell in a proper manner so that you are able to concentrate your resources and time on that region for a higher rate of conversion. This would be done seamlessly by sales analysis.
The sales analysis process would also show you the updates regarding competitor products and the buying behaviour of the audience in that segment. This would help you realign yourself and rework your strategy accordingly for a better rate of conversion in the long run, ahead of competitors.