Report writing starts with writing "hats". In the center of the sheet, stepping back two or three rows from the edge type large font "REPORT". Immediately below on sales for the period from ... to ... . Further, if necessary, specify Department, position, surname, name, patronymic.
In the first paragraph of the report shall describe the planned volumes of sales. How much needed to attract new customers and how much money to with permanent.
In the second paragraph, mark the actual performance. Calculate the percentage as was exceeded the plan. If it was done - how was not enough to the expected numbers. The preferred schedule by weeks. So it will be immediately clear in which period the sales rose and fell.
Detailed description of the reasons for which the plan was not executed, position in the third paragraph. Write why managers have not coped with the task. Perhaps the rates were too high and they could not physically attract a number of customers. Or Department is inefficient, wasting a large amount of time working on the design of contracts and dispute management.
If the plan was exceeded, indicate in the third paragraph, thanks to whom this happened. Be sure to note the names of the best managers. List the names of the largest companies which were raised for the first time. If one of the regular customers increased the volume of purchases, write why it happened. This will help to make the strategy successful sales in the future.
In the fourth paragraph, make suggestions for improving the work of the division. If you want to hire new employees, marking it in the report. The absence of the necessary appliances, close jobs and other factors that prevent the increase in sales must be announced to the user.
The fifth paragraph reserved for the description of the sales plans for the next period. Give approximate numbers, which should seek managers. Calculate the profit of the division. Write desired amount of bonuses.
Get ready to defend your report to management. Practice in advance so that the questions do not catch you by surprise. Don't worry, be confident. At the meeting try to bring a strategy to increase sales and to develop actions that allow to optimize the work of the Department.
Advice 2 : How to analyze sales
Analysis of sales helps you to identify the most promising products from the point of view of their implementation. It also allows you to track the trend of decline and increase sales. With this information, you can more effectively manage the sales and plan their professional activities.
You will need
- Sales information, calculator, computer
Analyze the dynamics and structure of sales of products. For this, observe how the number of units of product purchased during the reporting period. Compare the received data with the previous or base period. The result may be a conclusion about the growth, decline or stability of sales. Identify the rate of revenue growth by dividing the data for the current period to historical data. Find out what number of products were sold on credit.
Rate the evenness of sales. To do this, define the coefficient of variation or irregularity. The smaller value is, the more evenly distributed sales periods.
Identify critical sales volume. This figure shows at what number of products sold, the company will cease to be unprofitable, but yet will not start to make a profit. To do this, fixed costs should be divided into the level of marginal income.
Determine the profitability of sales. It represents the profitability of your enterprise and the feasibility of its existence. Profitability is calculated by dividing the profit from sales revenue from them. This indicator should be analysed in dynamics. It shows how much profit brings every ruble of revenue.
Analyze the sales growth rate of competitors. This will allow you to identify its position in the market and strengthen the company's position in the future.
Identify the causes of the decline in sales, if any. Most of them are an approximation of the product life cycle by the end of high competition in this sector of the market, glut in the market. Depending on the cause, the company must either start production of a new product or build on your strengths or to enter new segments of the market. Timely decision can save you from a further decline in sales.
The term "sales analysis" refers to a very wide range of tasks, including those whose solution requires the use of nontrivial techniques. However, in most cases, an analyst, or a sales Manager uses spreadsheets filled with... information.
At the initial stage the analysis of dynamics of sales, the sales structure and profitability of sales. At this stage, determine trends in respect of sales (growth, stability, decline), as well as the influence of individual groups and categories of products/services at the trends and level of this influence.