Performing a sales analysis can help you identify the most promising types of products or which product is the best to buy. It will also allow you to track growth and decline trends in product sales. With this information, you can manage your sales in the most efficient way.
Instructions
Step 1
Assess the sales structure of the product. To do this, calculate how many units of goods were purchased during the considered (reporting) period. Then compare the values obtained with the indicators for the previous or reference period. As a result of the calculation, draw the appropriate conclusions (about the growth, stability or decline in sales).
Step 2
Reveal the rate of revenue growth. To do this, divide the data of the current period by the values of the past. In this case, it is necessary to find out how many goods were sold on credit.
Step 3
Analyze the uniformity of product sales. For these purposes, determine the value of the coefficient of variation or unevenness. Moreover, the lower the value it will have, the more evenly sales are distributed over certain periods.
Step 4
Calculate your critical sales volume. This indicator reflects at what quantity of products sold the company's activities will cease to be unprofitable, but will not yet be profitable. In turn, to calculate it, it is necessary to divide the fixed costs by the value of the marginal income.
Step 5
Find the value of the profitability of sales, which is the profitability of the analyzed enterprise, as well as the feasibility of its existence. It can be calculated by dividing the profit from perfect sales by the revenue. This indicator is best analyzed in terms of income dynamics. He will demonstrate how much profit your company brings from each ruble of the proceeds received.
Step 6
Analyze the sales growth rates of competing companies. This will help you to identify your own position in the market, and in the future to strengthen the position of the enterprise as a whole.
Step 7
Determine the reasons for the decline in the number of sales (if any). Basically, such reasons may be: the approach of the product life cycle to the end, a high level of competition in the market. Depending on the reasons, the organization needs to launch new products or build on its own strengths.
