Sales Analytics identify the ability of a company’s team to win at each stage of the buying process and finally earn the business on the right terms within the time frame. It is the process of modeling, reviewing and predicting sales trends and outcomes to aide sales management . The performance indicators touch up on various parameters to support effective selling. Being the most vital activity that is directly responsible for the top line of the business, quick and right feedback is paramount in its success.
- Data from sources such as external and internal applications are taken and analyzed in order to find relationships and opportunities
- Sales analytics involves just about any type of business transactions that can throw light to the information how the market operates.
- The performance indicators give adequate information how the sales process in the organisation is performing.
- Right sales strategies can be laid out with the support of the marketing team with when the right information is available
- Selling locations, pricing, Product performance, lead generations are few of the indicators to be reviewed on a periodic basis
Sales Performance Indicators
Sales Revenue
No OF Sales Person
Revenue Per Person
Selling Expenditure
New Prospects
Lead conversion Rate
Sales Quantity
On Time Delivery
Lost Sales Value
Sales Growth MOM
Sales Revenue
Sales Revenue or net sales is the top line of every business. This indicator will portray the total business done during the period with the resources available.
No Of Sales Person
Sales force or the people directly involved in sales in the front end army of every business. Their numbers should be closely monitored.
Revenue Per Person
This is a very important performance indicator which shows the revenue generated per person. Should be used to benchmark against competition or other known results.
Selling Expenditure
Cost related to front end sales are brisk and costly. If not controlled it can increase and wipe out the profit margin. Hence total expenditure of sales department during the period of sales should be closely monitored , reviewed and controlled.
New Prospects
This indicators show the number of new prospects generated during the said period. Prospect generation n is a key function preceding sales and crucial to meet the targets.
Lead conversion Rate
Insights like lead conversion rates help keep sales and marketing teams aligned throughout the customer journey. Conversion analytics allows for teams to continuously optimize performance to steadily improve customer experience
Sales Quantity
This is the total quantity of sales done by the entire sales department of the company. this figure will show the no of sales closing done during the period and is mostly related to the strength of the sales channel/ personnel.
On Time Delivery
Delivering the products/ services on time is the essence of every business success. Sales personnel should ensure the products/ services is delivered to the customer on the committed time . Delay in product delivery will severely effect customer relations and future sales.
Lost Sales Value
Any business that can capture and study lost sales have a good chance of understand the market better. This will help in improving the product or sales process and in turn the top line. This indicator shows the value of sales lost to the competitor during the period.
Sales Growth – MOM
Tracking how is the sales movement is important for better sales planning. many factors will contribute to the sales upward or downward trend. This should be monitored periodically and reviewed.
