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SM Sales Management Lecture 10 Reporting

Sales reports are analytical tools that provide insights into a company's sales performance, helping teams identify trends and improve service. They can be generated daily, weekly, or monthly, each serving different purposes such as tracking KPIs, evaluating performance, and identifying market opportunities. Benefits of sales reporting include promoting accountability, highlighting successful strategies, and improving forecasting accuracy.

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6 views20 pages

SM Sales Management Lecture 10 Reporting

Sales reports are analytical tools that provide insights into a company's sales performance, helping teams identify trends and improve service. They can be generated daily, weekly, or monthly, each serving different purposes such as tracking KPIs, evaluating performance, and identifying market opportunities. Benefits of sales reporting include promoting accountability, highlighting successful strategies, and improving forecasting accuracy.

Uploaded by

roshanrathod569
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
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Download as PPTX, PDF, TXT or read online on Scribd
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Sales Force

Management
Reporting
Sales Force Management
Sales Report
A sales report is an analytical tool
 that provides insights into the performance
of various sales activities within a company.

 Armed with powerful visualizations,


 sales teams use these reports to find trends
and
patterns to improve their service and ensure
sales growth.
Sales Force Management
Sales Report

 They give a picture of the company’s


practices at a specific moment in time to
assess the situation
 determine the best decision to make and
 the type of action to undertake

 Thesereports help in finding potential new


market opportunities that can improve results
What is Sales Reporting
 Sales reporting is the process of compiling, summarizing and organizing information about a company's
sales. It includes:

• Number of sales
• Total value of sales
• Average transaction value
• Number of upsells and add-ons
• Number of outbound emails and calls
• Average lead response time
• Average length of the sales cycle
• Number of current prospects
• Number of renewals
• Conversion rate
• Product return rate
Sales Report
Sales Report
 They can be of various forms:

A daily sales report format will track sales KPIs


that are relevant on a daily basis:

 the number of phone calls or meetings set up by


a rep,

 or the number of leads created.


Sales Report
 Typically,
 weekly sales reports templates
 can monitor the number of deals closed by the
team or the revenue generated.

A monthly sales report format


 willprovide a bigger picture of the activity of
each sales rep or the team as a whole.
Sales Report
 Monthly Sales Reports
 A monthly sales report is used to
 monitor,
 evaluate,
 analyze, and
 determine
 sales trends on a monthly basis.
 It includes more long-term measurement of KPIs such
as
 sales cycle length,
 conversion report,
 monthly performance report etc.
Sales Report
 Monthly Sales Reports
 Sales KPI report
Sales Report
 Monthly Sales Reports
 Sales opportunity report
Sales Report
 Monthly Sales Reports
 Sales cycle length report
Sales Report
 Monthly Sales Reports
 Sales conversion report
Sales Report
 Monthly Sales Reports
 Sales performance report
Sales Report
 Weekly Sales Reports
A weekly sales report is a measurement tool
used by companies and individuals
 to
track sales performance and essential KPIs,
such as
 lead-to-opportunity ratio,
 lead conversion ratio,
 sales volume by channel,
 total sales per region,
 among many others, on a weekly basis.
Sales Report
 Weekly Sales Reports
Aweek is arguably the perfect unit of time to
measure individual sales rep performance.
A month is often too long of a time frame,
 leading you to miss out on course correction
opportunities until after the fact.

 single
day is often too short to see any real,
meaningful outcome-dependent
information.
Sales Report
 Daily Sales Reports
A daily sales report is a management tool used
by
 businesses, sales reps, and managers in order
to extract the most relevant daily sales data

 such as
 the number of closed deals,
 client conversations,
 opportunities created, and
 many other sales-related KPIs
Benefits of Sales Reporting

 Promote accountability- Effort vs Sales numbers

 Highlight successful strategies- Its influence on Sales

 Identify challenges- Brainstorming to overcome challenges

 Improve the accuracy of projections- Helps in forecasting

 Advance business communication- Explain info to employees and business partners

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