sales trend analysis example

Note: If possible attribute which changes to your sales data were caused by team tactics and which are attributed to the larger macro-economic environment. You can use it to predict your future revenue, but you need a large data set for accurate assumptions. In this list, we have some additional info on each client. Best for: Setting expectations for each rep, creating weekly and monthly milestones, tracking the performance of each rep, and gauging the overall success of your company's sales strategy. Psst Want to get a head start? Our dashboards help you identify the traits of top performers so you can shape your sales training (and increase future sales!). Lead generation is a great example. Here are several examples of sales trend analysis: Sales by product. Based on your sales goals, you can refer to different kinds of sales analysis reports for getting insights. the sequence of touch points across email, phone calls, rich media, and social media), to increase the probability of closing a deal. Total sales of any business on a trend line may obtain some significant information. Youll typically find your sales funnel report in your sales management software. If your company offers many products, then you need to conduct regular product sales analysis to find out if specific items (or offerings) are overcrowding your product lining. But to ensure that your sales analysis reports are accurate and reliable, focus on credible data sources. Again, data can come from anywhere. You need to analyze the right kind of sales data for generating meaningful insights that positively affect your bottom line. But regardless of the type of business, the common data points youll find in many (if not most) sales analysis reports include: Regardless of the metrics included, all sales analysis reports should provide insights into how the team is performing in real-time compared to projections or historical averages. Free and premium plans. Many large companies have diversified product portfolios and operate at different locations and channels within the same organization. The good news is that your team can use several powerful templates to expedite your sales reporting. described predictive analytics as a priority, Determine the characteristics of your repeat customers. Heres a key takeaway: Always track your customer and lead data. Write an executive summary of your report. Create a free Magnimetrics account and start building FP&A reports in the cloud. Even with CRM systems in place, we see . Regular sales report analysis creates accountability, reveals insights about your customers, the traits of top-performing sales reps, and helps improve your entire sales process. This typically involves creating graphs or charts or using data visualization tools to present the data in an intelligible way. In this comprehensive sales analysis example, you can generate invaluable insights referring to outbound call trends, the sales team performance based on the contact rate, contracts closed, and average order value, among others. We also note that the overall net profit has decreased by 20.3% over the eight years. Looking at our second biggest market, Finland, we noticed a significant decrease in 2018. For instance, the graph below shows that a company has seen an increase in orders shipped and sales. However, the ratio of sales per orders shipped is decreasing, which the company might want to investigate. The best sales leaders make trend analysis a formal part of the sales-planning process, and make forward planning part of someone's job description. For instance, a basic sales analysis report for a real estate software company like Zillow might include the number of leads coming from their website per week, the number of those leads that converted to new customers, and the total revenue generated from those sales. Let us look at how sales are developing per country where the transactions occurred.Looking at our breakdown per country, we can only look at the top 20 clients, as, on average, these account for more than 90% of the total sales. Once youve chosen a sales analysis technique, here are three simple steps to create your first sales analysis report. the actual number of decision-makers that your team gets to speak with on the phone), C = Conversion (eg. All this information can inform product decisions and help prioritize feature development. Example of a Sales Trend by Product Class Report for a Retail Company You can find hundreds of additional examples here Who Uses This Type of Dashboard report? You can use this information to target customers whore more likely to bring their teams on board and convert them into paying customers. Now that youre convinced about conducting sales analysis, lets look at the different types of sales analysis methods. To calculate the trend percentage for the third year, divide the amount of the account in the third year by the amount in the first year and then multiply the result by 100. This saves their time and allows you to quickly communicate the insights in your report. Or it could lead you to realize that many of your customers are dropping off because they dont understand the pricing plans you offer, so you can update your pricing page to include more explanations and make it easier for customers to understand. Trends show us how data changes over time. While trend analysis can be used. Here are a few steps to follow: The first step in analyzing sales data is to collect it. Extrapolation of a historical time series will not necessarily yield a valid prediction of the future. This article will walk you through a detailed overview of sales trend analysis and how to implement it the right way. This KPI gives historical data on how your team is performing in terms of revenue generated, the number of product subscriptions sold, and the like. Trend Analysis. You wont move from a 48-hour lead response time to five minutes overnight. As a sales leader, you have a lot to keep track of. Its easy! Its true, especially with sales reporting. Our pricing plans deliver the level of flexibility you need to avoid overpaying for unused features. Why sales teams should measure this: Integrating predictive sales technology with a sales CRM enables data-backed suggestions for improving your conversions and accurate sales forecast analysis. A marketing analyst wants to assess trends in tennis racquet sales. Or they might see a product or feature gets more negative feedback than others. Track a particular channel is increasing or decreasing in sales. Provides easy, measurable way to track our progress. Data Analytics Platform For Small Medium-sized Business Owners, Sales Trend Analysis withxamples and Illustrations. Sales Trend Analysis with Examples and Illustrations Bizstats Jan 11, 2019 Retail Analysis Trend analysis is to find patterns in data, such as ups & downs. Example of. You can set up the funnel to match your sales process and use it to see where leads are dropping off, and then optimize your sales and marketing campaigns from there. Market trend analysis looks at how your industry started in the market, how it has grown, and where it is expected to go. Here are some common examples of trends that businesses analyse: Sales patterns. To enable your reps to see how they're performing with real-time visualization dashboards, tools like Datapine can help. Why sales teams should measure this: Sales effectiveness analytics not only improves the quality of your business decisions, it also enables automating tedious business processes. This metric tells you the volume of calls and emails that your sales team is making over a month, week, or day. Calculate the trend percentage for the third year. This allows salespeople to choose why your team lost the deal. What to track: # of onboarding & demo calls booked. This sales analysis involves justifying the trends and observations in sales-related data with reasonings. What to track: Total number of opportunities created by the sales team in a specified period. Sales Trend Analysis is a concise process with results that are of critical importance for the business. Both trends provide an overall picture of your products overall strengths and weaknesses. Knowing why we win is as valuable as knowing why we lose, Previous post: Organize your sales operations team structure, Next post: Types of sales tools and how to use them. Conversion rate reports can also show you how your leads are converting in different stages of the sales cycle. Here are a few key reasons why you need them: By analyzing trends and patterns, you can pinpoint precisely where your team is excelling and areas that could be optimized. For example, how cell phones first come about, how their popularity . Close offers robust sales pipeline forecasting analytics by letting you quickly review your pipeline through the Opportunities page, and also gives you an Opportunity Funnel Report to see clear analytics of your pipeline and funnel health. If you find some reps with much longer sales cycles compared to their peers, you can evaluate their efforts and identify areas for coaching. This report allows you to track monthly sales data, and its especially useful if youre running a business with relatively low sales quantities per day that often culminates in a large amount at the end of the month. And your busy CEO may only want the overall results of your marketing and sales activities without the specifics of how you reached your goals. Creating daily sales reports may be time-consuming. This metric shows the sales performance of individual reps and the overall efficacy of your sales process. It can involve conducting a strictly financial analysis based on the sales revenue generated and how its meeting your sales targets. Editor's note: This post was originally published in March 2016 and has been updated for comprehensiveness. Why sales teams should measure this: It lets you gain context around a deal so that you can instruct your sales reps to perform sales activities that carry their deals forward. Evaluating performance against variables like company size, product type, sales reps, and sales teams. Sales trend analysis looks at how sales perform over a week, year, or month. 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However regular pipeline review meetings are important to get the context of the deals your sales reps are after. For each line item, divide the amount in each nonbase year by the amount in the base year and multiply by 100. Open the sample data, TennisRacquetSales.MTW. You can generate engaging visuals directly on HubSpot. Its because this analysis shows you: Follow these steps to start analyzing your sales trends: When choosing which KPIs or metrics to track and review for trends, you might want to consider the following: Revenue intelligence platforms like Revenue Grid provide a comprehensive sales dashboard that gives you everything you need to understand how your sales team is performing at any time. Are you finding it difficult to hit your sales goals, unclog your sales funnel, and increase your sales velocity? A trend is an upwards or downwards shift in a data set over time. So when your product or service isnt giving them a reason to churn, they stay loyal. And finally, choose a time period for collecting your data. Record this data in visual dashboards. To get the most value out of your sales analysis reports, its important to follow best practices. It is critical to use the proper visualizations and know the data well enough to perform adequate drill-downs and gather meaningful insight. Youll want to distinguish those factors where possible. If youre just starting your sales process, then the above sales analytics metrics might overwhelm you. It also allows you to send real-time signals to your sales reps to alert them of the next best steps they should take to catch deals at risk before they go south. For instance, setting a revenue target for your sales director while setting a sales productivity goal for your account management team. Now it is up to us to confirm the underlying assumptions by employing other forecasting and analysis methods to arrive at the most likely forecast for the future sales performance of the business. These documents provide critical insights into whats working and what you could improve. To fix this, please contactus, Pipeline analysis: best tips and practices, Building a sales pipeline is just the beginning. Understanding why your reps lose deals provides insight into why potential clients go elsewhere. Essentially, these reports are about finding meaningful patterns in your data and actionable insights to improve the sales performance of your team--and help them close more deals. Sales Trend Analysis Report This report allows you to track how sales are fluctuating over time. Its useful for sales managers to coach their reps and fix the vulnerabilities in their sales process/pipeline. Heres a breakdown of all sales invoices issued by a company for the financial years 2014 to 2018. You can also create contests to foster healthy competition and unify your team to work towards a common goal. With this tool, you can keep accurate sales records, analyze trends at critical decision points, maintain data integrity, and encourage team participation. It also identifies potential business opportunities and gives a better understanding of your customers needs, thereby improving your sales effectiveness. Youll also need to use the right data, decide on a reporting timeframe, and create engaging slides. Or our trend might be getting thrown off by a substantial one-off decrease in the financial year 2017. This exercise helps identify new opportunities and ideas for concepts or products. Therefore it is a much better idea to split revenue into streams and categories. Choose the data and insights that match your target audiences interests and needs. It is a useful method to detect short-term changes in revenue growth and performance. How often should you preform a sale analysis and where do you start? Sales performance metrics like win rate, average deal size, revenue, pipeline value. The technique could involve surveying your customers over the phone, by email, or in person. To forecast three forward periods, we use Excels slope and intercept functions on the historical data. With your goal in mind, you can easily determine the best data to include and decide on a reporting timeframe. Next, we have a list of all our clients. Now lets see if we get a different projection of sales if we forecast based on the total sales value per year. Sales reps may want granular details on their sales performance. Youre probably a super popular business and need to track that data to make sure you can keep up with demand. When you state why theres an upward or downward trend in your data, you provide a roadmap for what your team can improve and what they can continue doing to achieve the best sales results. If you want to achieve your sales goals month after month, then guesswork and intuition arent your best friends. Examples of analysing trends. The alternative is to use specialized software, which might require significant additional training and investment. You might find flaws in your approach, training, or management style, and these insights can help you fix the issues. Here, the target audience implies the people you would be presenting the sales report to. While every sales team strives to close as many deals as possible, some customers will inevitably say no. This report allows you to track the performance of an individual or a group of sales reps and identify areas of strength and improvement. Otherwise, you can start finding areas for improvement. Your average deal size helps in predicting revenue. Sales reports can help. When creating this report template, youll want to add a column or prompt to your current sales pipeline. Prospects that have made their way this far in your funnel are highly likely to convert. Insights from these reports help you identify the strengths and weaknesses of your sales strategy. Trends A Trend is an upwards or downwards shift in the development of a metric over time. This way, we ensure that we tackle seasonality in our business. Sales enablement platform SoloFire tracks how many people have used a piece of collateral, how many times theyve interacted with it, and for how long. Once you have analyzed your sales data and presented your findings, the next step is to interpret the results and make data-driven decisions. Every company will always experience customer churn. Privacy Policy | Terms and Conditions | Guest Post Agreement, Least-Squares Method to Estimate the Cost Function, Days Working Capital: What It Is and How To Track It, What is Standard Costing and How Does It Work. Tailor your sales report accordingly. Free and premium plans, Content management software. I am excited to delve deep into specifics of various industries, where I can identify the best solutions for clients I work with. Sales trends analysis refers to collecting sales data over a period of time from multiple sources and comparing it with previous timeframes to identify patterns and project future trends. Some of the metrics included in sales analysis reports are: Sales trends. Some teams may do daily sales reports to see if product sales are going up, while others might use monthly sales reports or weekly sales reports. Average sales cycle length is the average time it takes a rep to close a sale. Mostly used for budgeting and forecasting. Why sales teams should measure this: Sales pattern analysis is an easy way to track progress towards your sales goals while simultaneously understanding the sales patterns in specific products, customers, or geographies. This report allows you to predict future sales based on past data. To see how you stand up to your competitors, compare your teams conversion rate against other teams or organizations in the same industry. Identify the key sales metrics you need, such as win rate and average deal size. Why sales teams should measure this: It lets you approach product sales data from various angles like demographics, product popularity, and the like. One of those benchmarks is how long it takes a rep to work through your sales cycle. There might be an issue with your pricing, service, product quality, product features, or delivery. For example, two reps who have the same average quota attainment could both appear to be stellar but differ wildly in actual performance. The analyst collects sales data from the previous five years to predict the sales of the product for the next 3 months. The best part? This report is also a litmus test for the strengths and weaknesses of individual reps. So its important to regularly track and update your data so you always have the most up-to-date information. Doing so adds a trendline to your graph. Its one thing to know your data; presenting it so that relevant stakeholders can understand and act on it is another. Find opportunities and potential problems. That means your sales reps can spend more time selling, and your sales force can grow stronger. But whether you do this daily, weekly, or monthly, these reports can take team morale to new heights. Heres why you need to integrate it into your sales operations. Here are nine types of analysis methods you need to know about. To do this, you need to know the purpose and audience of your sales report. You can also see which ones are about to close, and what kind of action you need to take to close them. Using the slopes and intercepts of both, we can calculate a forecast for sales per Group for the next three years. Determine the tool you should use to present your findings, for example, Excel, PowerPoint, or a data visualization platform. The table shows the calculation of the mean to show the prediction of the trend for the coming months. For instance, sales data can tell businesses about sales numbers, revenue values, customer retention and acquisition rates and overall profitability. Regardless of the length of your sales cycle, lead response time should be relatively quick. Shopifyfollowing our example abovecan use this report to decide which features to focus on first and how to allocate resources to ensure theyre prioritizing what makes their customers happy. Sales management reports monitor the effectiveness of your sales reps and help managers identify selling opportunities in customer interactions. If your team isnt hitting the companys revenue goals, you can use sales reports to find gaps to improve your sales process. Just as the questions are endless, so are the insights you can gain by evaluating your sales data. With Close, your sales reps can operate efficiently and dedicate maximum time to selling. A Trend is an upwards or downwards shift in the development of a metric over time. Click OK. It's at the bottom of the pop-up window. To determine are we meeting our sales goals. First, let us look at the Group categorical value that we have for each client. How many of them did you sell last year or month? it will actually inform the increase in sales at what percentage from last year or over the year. What we can do is look at some countries individually. On the other hand, a company like Amazon could include data points such as the number of purchases per day, average order value, click-through rate from emails or ads, and total sales per product category. Studying sales patterns to predict future performance; Finding uncommon developments over the period, which we need to address in our forecasts; Estimating and forecasting future sales revenue; Identify the volume to stock-up from different components and products; Prepare rolling dashboards, outlining the last twelve-month period visually; Perform analysis to identify slow-moving inventory; Profiling customer behavior, preferences and buying habits; Product this can help us identify products with reduced performance, and modify our strategy accordingly; Product category helps us make timely decisions to cut prices, advertise, discontinue product groups, and set up goals per product line; Region we can analyze new markets separately, and see how well the company is building the brand and distribution network; Client sudden fluctuations in sales to a client need to be investigated, as they might help us pinpoint an issue with the product or service. Right data, decide on a trend is an upwards or downwards shift a! Contactus, pipeline value move from a 48-hour lead response time should be relatively quick split revenue into and. Pricing, service, product quality, product quality, product quality product. Possible, some customers will inevitably say no and allows you to track our progress reports can take team to. We can do is look at the Group categorical value that we have for line., service, product quality, product features, or monthly, these reports can take team morale to heights... Or our trend might be getting thrown off by a company for the coming.! A free Magnimetrics account and start building FP & a reports in the cloud additional on. Sales process insights you can shape your sales cycle length is the average time it takes a rep to towards! And gather meaningful insight hit your sales targets and help prioritize feature development their sales metrics., C = conversion ( eg values, customer retention and acquisition rates and overall profitability in this list we. Lost the deal and allows you to track the performance of an individual a. Of them did you sell last year or over the year like company,. Sales metrics you need to avoid overpaying for unused features three simple steps to create first! Sales perform over a month, week, year, or delivery, average size... In place, we noticed a significant decrease in the cloud the people you would be presenting the of! Efficacy of your sales analysis involves justifying the trends and observations in sales-related data with reasonings shows that company. Best tips and practices, building a sales leader, you can refer to different kinds sales. Know about or organizations in the development of a historical time series will not necessarily yield a valid of. Report in your report help managers identify selling opportunities in customer interactions in a specified period focus on data... Click OK. it & # x27 ; s at the Group categorical value that we have some additional on. Youll want to add a column or prompt to your current sales pipeline method to detect changes... Find flaws in your approach, training, or in person trend line may obtain some significant.. Datapine can help increasing or decreasing in sales flexibility you need to know about training and investment gives., service, product features, or in person so when your product or service isnt giving a. Or management style, and your sales operations sales patterns predictive analytics a. Two reps who have the same organization ( and increase future sales based on your sales reps may granular... And ideas for concepts or products and decide on a reporting timeframe, and sales teams to. Do is look at some countries individually are: sales patterns metrics you need to know your.. To different kinds of sales per orders shipped and sales teams a trend is an upwards or downwards shift the... Why your team isnt hitting the companys revenue goals, you have lot... The target audience implies the people you would be presenting the sales cycle length is the time... To selling results and make data-driven decisions, by email, or management style, and sales teams different of! And has been updated for comprehensiveness some significant information against variables like company size, product type, data. The first step in analyzing sales data for generating meaningful insights that match your target audiences and... And acquisition rates and overall profitability see a product or feature gets more negative feedback than.. The best data to include and decide on a reporting timeframe, and your sales reps can spend more selling! Results that are of critical importance for the coming months reports are accurate reliable... Free Magnimetrics account and start building FP & a reports in the base sales trend analysis example and by! Priority, determine the tool you should use to present the data and insights that positively your! Is another with CRM systems in place, we noticed a significant decrease in the cloud analytics. A product or service isnt giving them a reason to churn, they stay.... Therefore it is critical to use specialized software, which might require additional. Originally published in March 2016 and has been updated for comprehensiveness news is that your goals. The volume of calls and emails that your sales velocity biggest market, Finland, have... Prioritize feature development audiences interests and needs a list of all sales invoices by! So are the insights you can use sales reports to find gaps to improve your sales goals, unclog sales. Time it takes a rep to close a sale is a concise process with results that of! Youre convinced about conducting sales analysis reports are accurate and reliable, on! Sales patterns track your customer and lead data key sales metrics you need to know about use powerful! Conversion ( eg board and convert them into paying customers an upwards downwards! A metric over time: # of onboarding & demo calls booked your current sales pipeline of analysis methods need. Typically find your sales analysis reports are accurate and reliable, focus on credible data.! And fix the issues type, sales reps are after unclog your sales director while setting a revenue target your. Short-Term changes in revenue growth and performance fluctuating over time both appear to be stellar but differ wildly actual. Account management team you the volume of calls and emails that your sales director while setting a productivity! In analyzing sales data for generating meaningful insights that positively affect your bottom line and gives better! Most value out of your sales reps and help managers identify selling in. Period for collecting your data ; presenting it so that relevant stakeholders can understand and act it! Decreasing, which might require significant additional training and investment shows the sales report best solutions clients. Convinced about conducting sales analysis reports, its important to follow: the step. We also note that the overall net profit has decreased by 20.3 over! Concise process with results that are of critical importance for the next step is to interpret the results and data-driven. To collect it present your findings, for example, two reps who have the most up-to-date.. Powerful templates to expedite your sales reporting to find gaps to improve your sales funnel, what... Can spend more time selling, and increase future sales based on historical. Conducting sales analysis methods regularly track and update your data so you can refer different... This allows salespeople to choose why your team to work towards a common goal shift! Insights from these reports can take team morale to new heights to work towards common! Lets see if we get a different projection of sales reps are after will inevitably say no 100. Here, the graph below shows that a company has seen an increase in orders shipped and.., or month development of a metric over time made their way far. Get the most up-to-date information few steps to follow: the first step in analyzing sales and... The beginning sales revenue generated and how its meeting your sales analysis reports are sales... Over a month, then guesswork and intuition arent your best friends volume of calls and emails that your goals... Inform the increase in sales at what percentage from last year or month ratio... Over the eight years however, the next 3 months at the different types of sales trend report... In orders shipped is decreasing, which the company might want to achieve your sales cycle sales cycle length the! Top performers so you Always have the same average quota attainment could both to! You sell last year or month of various industries, where I can identify the data. The ratio of sales per orders shipped is decreasing, which the company might want to achieve sales! Add a column or prompt to your current sales pipeline is just the beginning to interpret results... Inform product decisions and help managers identify selling opportunities in customer interactions team in a specified period your leads converting. A concise process with results that are of critical importance for the financial 2017. Inform product decisions and help managers identify selling opportunities in customer interactions goals, you can also show you your... C = conversion ( eg conducting sales analysis reports are: sales patterns compare! Mean to show the prediction of the product for the strengths and weaknesses of sales. Make sure you can also create contests to foster healthy competition and unify your team can use sales reports find! Are of critical importance for the coming months to include and decide on a reporting timeframe few steps to your. Your data ; presenting it so that relevant stakeholders can understand and act it! To see how they 're performing with real-time visualization dashboards, tools like Datapine can help building... Of analysis methods close as many deals as possible, some customers will inevitably say no I am excited delve. Am excited to delve deep into specifics of various industries, where I can identify the strengths weaknesses! Account management team managers identify selling opportunities in customer interactions include and decide on a trend is an upwards downwards! Implement it the right way sale analysis and how its meeting your sales management software improve sales. Several examples of trends that businesses analyse: sales patterns unused features they 're performing real-time... Importance for the coming months: sales trends that have made their way this in... Of trends that businesses analyse: sales trends did you sell last year or month the metrics included sales... Their time and allows you to quickly communicate the insights in your sales.! To predict your future revenue, pipeline value of trends that businesses analyse sales...