Economics/Business

What is sales report/types/Purpose/process optimization/increase productivity/how to create

The sales report is a document that concentrates all the information on negotiations made in a given period by the commercial team. Its objective is to keep the company informed of the activities and results generated by the sales team and provide the management of strategic data to set new goals.

In addition, the external sales report brings a series of benefits to the team, such as productivity, efficiency and quality in customer service. Want to know how it works? Keep reading!

What is a sales report?

It is a document that provides an overview of the company’s sales, bringing a detailed history of the results obtained over the months.

The sales report allows you to identify trends and opportunities, measure salespeople performance, and develop a data-driven team.

What are the types of sales reports?

The sales report format is determined by the team in conjunction with the organization’s management. It can be daily, weekly or monthly, depending on the complexity of the sales cycle.

The daily sales report allows you to monitor the number of calls made, leads generated, prospects contacted, among other information that ensures the monitoring of the team’s performance in generating business opportunities.

The weekly sales report is more detailed, bringing information such as the revenue generated in the period, the number of converted customers and the cost per conversion, for example. It gives the sales team a greater dimension of how they are performing and what must be done to achieve the team’s individual and collective goals.

The monthly sales report, in turn, is even more complete and brings together a series of data that can be analyzed by the entire team, such as seasonality, upgrades and downgrades, performance of each salesperson in the period, goals achieved, company billing, lifetime value of customers, among others.

Before deciding on the type of sales report that your company will use, it is necessary to know the business, the customers and the sales cycle well.

Why do sales reports?

The sales report is like a compass that guides the external sales team towards the objectives stipulated in the commercial strategic planning.

It provides a series of insights to improve the commercial management of the company as a whole, not only driving the sales strategy, but also encouraging salespeople to engage more with the organization and the results sought.

Through the analysis of KPIs (Key Performance Indicators), your sales team has at hand the necessary tools to correct deviations from goals, improve the accuracy of conversions and win customers with greater assertiveness.

How does the sales report optimize processes?

The use of sales management software integrated with other solutions is already a reality for many companies, but not all.

Implementing technologies that keep the company and external employees connected is critical to accelerating processes and promoting a unique experience for the organization’s customers.

When you have a tool that digitizes the completion of the sales report and automates the sharing of information with other sectors, it gives greater speed to the processes that will ensure that the product or service sold reaches the customer with quality and speed.

In addition, important information is prevented from being lost along the way and the sale is prevented from being affected by the inefficiency of manual processes.

Why does the sales report increase productivity?

Time is a scarce resource, therefore, one of the most valuable for any organization. The more we can produce in the same amount of time, the greater our productivity at work .

In this sense, the external sales report comes in as a time optimization tool, as it allows you to send information online without having to travel.

Using software or applications that allow parameterization of some information that is standard for all salespeople, such as a price list, it is faster to fill digital service orders, consolidate sales data and keep the company always up to date with the evolution of commercial goals.

The monitoring of external work teams through GPS contributes to the optimization of routes, which also influences the optimization of time and the productivity of salespeople. With fewer trips to make, you can talk to more customers.

Integrated into the company’s time tracking application , sales reports provide even more data on salespeople’s behavior, making people management easier.

Start and end time of the workday, number of customers visited per day, unnecessary displacements or stops and better use of hours worked are some of the information that can be collected from these tools.

How to create your sales report?

The type of sales report depends on the company’s objectives, the characteristics of your business, the profile of the team and also how often you want to monitor the performance of the team. Therefore, you must:

1. Define the purpose of the sales report

What is the purpose of the sales report for your company? What kind of information should he gather? How will they contribute to achieving the organization’s strategic objectives?

2. Identify your target audience

Who will have access to sales reports and why? Keeping in mind the audience for which the document is intended makes it easier to define a language and format for the report, as well as the communication channels used to give visibility to the information.

3. Stipulate the frequency

Will your sales report be daily, weekly or monthly? Here it is essential to understand how long it takes a seller to close a deal, so that there are no unnecessary charges in the process.

Working under constant pressure can undermine your sales team‘s confidence and affect results.

4. Select KPIs to monitor

What performance indicators will appear in your sales report? Are they easily monitored and understood by everyone? Do they really help the company make strategic decisions about trade policy?

5. Provide the context

Data presented in a raw form, without contextualization, are not always reliable. For example: your company may have a drop in sales in the month of May, however, due to a constant seasonality in the search for your products and services.

If seasonality is not mentioned and sales history for the same period in other years is not presented, it may appear that your team’s performance has dropped, which would not be accurate.

6. Use visuals

Ensuring that everyone involved understands the context and reality of the data is essential to arouse the engagement of the team and also of the managers. In this sense, the use of visual aids is always recommended.

Instead of presenting all the numbers in spreadsheets, prefer to use graphs, infographics and comparatives. Control dashboards are very good at presenting results in a visual and intuitive way.

You already have the first steps to develop your external sales report and increase team productivity. Now it’s time to put the knowledge learned into practice.

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