How to perform a complete sales analysis for your company? Find out in our guide

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Now, to avoid what has been mentioned above, it is necessary to have the correct information at the right time, and for this, a set of indicators is needed that allow the progress or growth of the company to be verified , which will facilitate making the right decisions.

The perfect data set is: sales analysis! But what exactly does it consist of? If you have this doubt, don't worry! In this content we will explain everything you need to know about it.

Keep reading!

What is a sales analysis?
It is the practice of generating accurate information from the zalo database collection of data extracted from interaction, such as trends, sales information and metrics.

Sales analysis should focus on developing and improving a short, medium and long-term sales growth strategy. With it we can:

set goals;
determine revenue outcomes;
forecasting an organization's future performance ;
How does a sales analysis contribute to the sales team?
A well-defined sales analysis provides clarity and focus to the sales team so they can do what they do best: sell .

This is because this analysis allows to guide future commercial actions and provides assertive sales strategies, since it enables:

understand when is the right time to take commercial action;
know what to improve in the sales process throughout the year;
know the changes in sales strategy trends throughout the year;
discover people's consumption habits;
know if the sales prices are correct ;
detect best-selling items;
learn more about consumers;
know who buys our products;
know when, how often and where our consumers shop.
In addition, a sales analysis helps to discover new market opportunities, create effective sales strategies and reduce the duration of the sales cycle .

It will also give you clarity on the progress of the activities carried out by each of the people on the team and will keep you informed of the achievement of the established objectives.

In addition to all this, they help determine whether the strategies and decisions taken were correct, whether changes should be made and/or new sales processes should be sought.

Therefore, a sales analysis improves team performance, reduces wasted effort, increases visibility of task completion, provides confidence in your actions, and much more!


What are the types of sales analysis?
There are many different types of sales analysis, as they depend on the areas and size of the business. Among the most common are:

Analysis of products or services
It allows us to understand which are the best-selling products or services and place them in time, according to their life cycle.

It also helps identify which ones are not so popular, which makes it easier to make decisions, whether it is to eliminate them, change prices, move them to another region, etc.

In addition, this analysis allows us to understand the causal links between the customer and the sale of specific products or services.

Analysis by sales channel
It helps us understand which channels are the most promising and lucrative. This allows us to make the decision to limit ourselves to those that do work and put more effort into them instead of diversifying our capabilities with those that do not generate significant profits.

Sales rep analysis
With this analysis we can show tables of performance, scope, deadlines and tasks performed by sales executives .

This way you can encourage representatives who meet goals and objectives , and train those who are not meeting them so they can improve their activities.

Analysis by region
With this analysis we can understand how markets are performing in different regions and compare them.

In this way, it is possible to calculate a penetration rate and make a decision as to where to continue investing or not.

But these are not all the sales analyses, since as we mentioned, in addition to these we can also do analyses of clients, competition, markets, etc.

On the other hand, it is important to mention that these types of analysis can be carried out with the help of technology , but what are some of the tools that make it easier for us to carry out and present sales analyses? Discover the main ones below!

What tools can be used to do a sales analysis?
As we mentioned, there are various tools that help us obtain and present the information from this analysis, allowing us to make decisions through real and complete information.

But what are these? Here we present them to you.

Excel
Of course, Excel is ideal for starting with data analysis and interpretation, since it gives you the opportunity to calculate all the necessary information, create graphs, diagrams, among others.

It also allows you to choose styles and colors that fit your company's image . However, to use this tool, you need a medium to advanced knowledge of formulas and their use in general.

Power BI
This Microsoft tool is very easy to use and enables integration with the Office 365 suite and the Azure machine learning service. It is ideal for teams that work collaboratively.

Power BI has a wide range of templates , has various visualization options, allows the creation of interactive tables and graphs, and also provides real-time reports and dashboards.

In addition to this, it automatically performs information analysis, offers data correlation and grouping, and shows atypical values.

Tableau
It is another comprehensive cloud-based analytics solution, which features Excel integration in PivotTables and PivotChart.

Tableau is a very easy-to-use tool that enables efficient decision making through data extraction and communication.

Dundas BI
Dundas BI is a flexible Business Intelligence tool that allows users to connect to multiple data sources in real time.

It is ideal if we are looking to represent data from different areas of the organization. In addition, its advantages include:

its organization and presentation of charts, graphs and tables;
its ease of creating your own reports just by using the KPIs that interest us.

How to perform a sales analysis?
Performing a complete sales analysis to present, whether weekly, monthly or yearly, is very simple. However, it is key to mention that everything is based on data , so it is necessary to pay maximum attention to collecting it.

So how to do this analysis? Let's see!

1. Identify the data you need to present and gather it
To start, identify sales data that contains meaningful information, focusing on the sales performance you desire (this could be product sales or goals achieved).

Subsequently, you must recognize the variables that are key to the objective to be evaluated, the data sources, the performance metrics or the necessary KPIs.

Finally, choose the time period for data collection. This can be weekly, monthly, bi-monthly, quarterly, half-yearly or yearly, it will vary according to your requirements.

2. Choose an analysis tool
As you saw above, there are various tools that will help you perform a sales analysis and study the data, therefore you have many options, choose the one that suits your needs.

However, it is important to mention that for them to work properly you must ensure that you have sufficient and quality data.

3. Present and share the information collected
Finally, present your data analysis. Here you should include graphs and various visual elements that help the audience understand and interpret the data.

Now, how is marketing analysis connected to sales analysis?
Because analytics enable data visualization for making informed decisions , both analyses are correlated with each other.

Sales analysis should also be shared with the marketing team so they can understand which campaigns and actions are yielding real results, what needs to change, and how to plan the next ones.

Data is the only valid information that will allow us to make the right decisions. Ultimately, both departments have the same objective: to convert.