Sales Performance Analysis for the period 01/01/xx thru 12/31/xx

1 2
GROSS SALES GROSS SALES ACTUAL
CUSTOMER TARGET AT STANDARD SALES
CUSTOMER NAME 140,000 12,070,000 11,704,000
& TOTAL DIV. SALES 1.20% 100.00% 3.03%
DIVISION 01 64,500 2,500,000 2,480,000
TOTAL 2.60% 100.00% 0.80%
DIVISION 02 5,000 500,000 478,000
TOTAL 1.05% 100.00% 4.40%
DIVISION 03 12,500 1,850,000 1,839,000
TOTAL 0.68% 100.00% 0.59%
DIVISION 04 45,000 2,750,000 2,736,000
TOTAL 1.64% 100.00% 0.51%
DIVISION 05 1,376,000 2,220,000 2,196,000
TOTAL 0.00% 100.00% 1.08%
DIVISION 06 13,000 2,250,000 1,975,000
TOTAL 0.66% 100.00% 12.22%

1 Gross Sales at Standard or Regular Price = Total sales if merchandise sold at standard or
2 Actual Sales = Total merchandise sold; above, below or at standard price less any
3 Sales Related Returns = Returns that were due to sales person's error, impacts sales pers
4 Co-Op Advertising = Total advertising dollars given to the customer. % is calculated vs. A
5 Markdown Allowances = Total markdown dollars given to the customer. % is calculated vs
* 6 Price Differences = Total deductions taken by customer claiming a difference in price paid
7 * Routing Violations = Deductions taken by customer for failure to abide by routing guide or
8 Net Sales = Actual sales less returns, advertising, and markdown, price differences, routin
In the example above, the company lost 6.03% off the top due to possible errors or abuse
9 Cost of Goods Sold = the actual COGS for the merchandise sold to the customer. If this f
10 G.P. % of Net Sales = The true gross profit on merchandise sold to the customer.
* Columns 7 & 8 are examples of other deductions that you may want to measure in this an
If your company is looking at the total deduction problem, you would include all categories
 period 01/01/xx thru 12/31/xx

3 4 5 6 7
SALES RELATED CO-OP MARKDOWN PRICE ROUTING
RETURNS ADVERTISING ALLOWANCES DIFFERENCES VIOLATIONS
53,500 152,250 11,358,250
0.46% 1.30% 94.10%
0 25,000 2,390,500
0.00% 1.01% 95.62%
0 45,000 428,000
0.00% 9.41% 85.60%
32,585 23,250 1,770,665
1.77% 1.26% 95.71%
15,257 35,000 2,640,743
0.56% 1.28% 96.03%
0 5,000 0 2,191,000
0.00% 0.23% 98.69%
5,658 19,000 1,937,342
0.29% 0.96% 86.10%

s if merchandise sold at standard or regular price (an assumption).

below or at standard price less any price credits that were issued. % is difference between selling price and standard price.
es person's error, impacts sales person's performance. % is calculated vs. Actual Sales.
the customer. % is calculated vs. Actual Sales.
n to the customer. % is calculated vs. Actual Sales.
er claiming a difference in price paid versus price billed.
r failure to abide by routing guide or Purchase Order. (Often an order taker error)
markdown, price differences, routing violations. % is calculate vs. gross or standard sales.
top due to possible errors or abuses in the operation.
andise sold to the customer. If this figure is not available, a percentage that is illustrative of the COGS for all sales can be used.
andise sold to the customer.
you may want to measure in this analysis.
em, you would include all categories such as: Handling, all types of returns, Shortages out and in, Discounts, etc.
 Appendix 1

8 9 10
NET COST OF G.P. % OF
SALES GOODS SOLD NET SALES
7,432,857 3,925,393
65.44% 34.56%
1,633,200 757,300
68.32% 31.68%
269,640 158,360
63.00% 37.00%
1,111,630 659,035
62.78% 37.22%
1,666,875 973,868
63.12% 36.88%
815,000
62.80% 37.20%
1,375,512 561,830
71.00% 29.00%

standard price.

% is calculated vs. Actual Sales.

sales can be used.

etc.
 How do you Visualize Product Sales Data
Visualization Challenge from Chandoo.org

Sum of Quantity Per Unit Revenue

Product Name Jan Feb Mar Apr May Jan Feb Mar
Dashboard Tutorial #1 29 35 34 57 25 37 35 37
Excel Formula e-book 16 15 62 24 15 10 10 10
Excel School - Dashboards Membership 121 42 50 32 35 177 186 188
Excel School - Download Membership 42 25 13 10 11 88 92 94
Excel School - Online Membership 12 10 7 2 2 65 60 66
PM Templates for Excel [2003] 15 22 16 12 18 30 30 30
PM Templates for Excel [2007] 72 106 96 114 115 30 30 29
PM Templates for Excel [both] 20 14 14 14 17 45 45 44
Total 327 269 292 265 238
Total Revenue
(thousands) Forecast
Product Name Jan Feb Mar Apr May Jun Jul Aug
Rev - Dashboard Tut'l 1.1 1.2 1.3 2.0 1.1
Rev - E-book 0.2 0.2 0.6 0.2 0.2
Rev - ES - Dashboards 21.4 7.8 9.4 6.1 6.7
Rev - ES - Download 3.7 2.3 1.2 1.0 1.0
Rev - ES - Online 0.8 0.6 0.5 0.1 0.1
Rev - Templates '03 0.5 0.7 0.5 0.4 0.5
Rev - Templates '07 2.1 3.2 2.8 3.4 3.4
Rev - Templates both 0.9 0.6 0.6 0.6 0.8
30.6 16.5 16.9 13.8 13.9 18.3 15.9 15.8
#N/A #N/A #N/A #N/A 13.9 18.3 15.9 15.8

Total Revenue (thousands)

Product Name Jan Feb Mar Apr May
▲ Dashboard Tut'l ▲5% 4% 7% 7% 15% 8% ▲
▼ E-book ▲1% 1% 1% 4% 2% 1% ▲
ES - Dashboards ▼22% 70% 47% 56% 44% 48% ▼
ES - Download ▼5% 12% 14% 7% 7% 7% ▼
ES - Online ▼2% 3% 4% 3% 1% 1% ▼
Templates '03 ▲2% 1% 4% 3% 3% 4% ▲
Templates '07 ▲17% 7% 19% 17% 24% 24% ▲
Templates both ▲3% 3% 4% 4% 5% 6% ▲

35K
Total revenue has decreased over the last 5 months
30K

25K

20K

15K Total Revenue

(thousands)
10K

5K
25K

20K

15K Total Revenue

(thousands)
10K

5K

0K

25K
The reason is decline in the revenue of Excel School (Dashboards)

20K

15K

10K
Rev - ES -
Dashboards
5K
Rev - Templates
'07
0K

80% % contribution of Excel 2007 is steadily increasing (Low hanging fruit)

70%

60%

50% ES - Dashboards
▼22%
40%

30%
Templates '07
20% ▲17%

10%

0%
Jan Feb Mar Apr May
Per Unit Revenue
Apr May
36 45
10 10
191 192
97 94
67 67
30 30
29 29
45 45

Forecast
Sep Oct Nov Dec

15.5 15.9 16.3 15.9 205.2

15.5 15.9 16.3 15.9

otal Revenue
(thousands)
otal Revenue
(thousands)

Rev - ES -
ashboards
ev - Templates
'07

it)

Dashboards
▼22%

mplates '07
▲17%