So what to consider when writing to the boss. Instead, I want to focus more on process metrics. The resulting metrics are similar to sales acquisitions or account closures that are not directly controllable by salespeople. Every day your representative will spend bad days and good days for reasons beyond your control.
Therefore, it is premature to examine low-income jobs representatively and bring them back to the office. This is certainly an example of micro-management. However, if it is for a few days in a row, or if the representative is not executing in the normal standard of the week, then asking if this happens is a good sign. Maybe they need to learn new skills — maybe their dogs will die and they will be in a bad place. Either way, what supports them is their role as a manager.
Here are some examples of KPIs that you can track in your daily sales report template. This KPI calculates the number of sales for the day. This is especially important for small retailers who have a large number of low value-added products and need to close as much as possible to create profits.
This includes important courses on KPIs and even important courses on everyday goals. You must achieve your overall goal. If the routine KPI measurement project does not contribute to the overall goal, it is not worth it. In short, it is difficult to set up too many sales meetings, which is useful for displaying KPIs in daily reports. Opportunities are basically qualified leads due to good response and interaction.
This is not a spam address or a fake phone number. Opportunities can be conversations that end in a meeting and open the way for increased sales interactions.
Therefore, to calculate an email or phone conversation, it may be useful to specify that you must contact the customer in advance and identify them as potential customers. This is a very intuitive report. A week is the best time unit to measure the performance of individual salespeople.
A month is usually too long, so you will miss the opportunity to repair the course until after. One day it was too short to see real and meaningful results dependencies. Of course, the best time to measure salesperson performance depends on your business model.
In essence, this report shows that the physical areas and methods acquired by customers generate the most revenue. Depending on the length of the sales cycle, you may not be able to get meaningful revenue metrics because your week is slightly shorter, but it is still a useful report.
If your sales cycle is shorter, you can see a week trend. Through a long sales cycle, this report can help you determine when a salesperson closes a sale, making future forecasts more accurate. This report shows a simple sales KPI that shows the effect of each salesperson when giving up opportunities.
Expected to be slightly different, but if one is better than another, you can get the best clue. Or, you may have the skill to teach the rest of this person. If the person in charge is not shut down at the same speed as his peers, it is at least coincidental — at least once a week. However, if these weekly reports continue to show the same trend, it may be time to help them.
This is great for the weekly sales report format. While it is difficult to make meaningful conclusions about the number of meetings each participant participates during the day, the weekly schedule shows a different story. These meetings can be virtual meetings or direct meetings, but this report shows how they work because successful salespeople will continue to hold meetings. By tracking this metric weekly, you can assess the number of non-conforming and verified leads.
A qualified prospect is usually an opportunity. Positive interactions can lead to face-to-face meetings or conference calls as well as the advantages of termination.
The lead opportunity ratio tells you how many potential customers you need to achieve your goals in terms of revenue. Having a benchmark rate tells you how many leads you need to achieve your target growth while generating predictable revenue.
Lead to monetization of customers. This is one of the most important ratios in the sales team because it provides a standard by which the team can determine the number of potential customers needed to achieve business goals. It varies by company and industry, but usually, the lower lead conversion rate warns of weaknesses in sales channels. In short, the sales report should meet the need of the audience and they should be able to extract the data as per their needs.
Focus what boss needs: Collect all the related data and information that the boss demands, so the report is focused and assists in taking the best data-driven decisions. Dig out the relevant data as much as possible and organize them well, so you have a background to provide and a ground to play.
Make it presentable: Prepare a well-presented report that is pleasing to the eye and easy to absorb. The data should be well presented in the form of graphics and illustration that it communicates the figures well.
Use a graph to depict sales activity. To provide overview opt for dashboards, they help in visualizing the insights to data. Dashboards work in real-time data and always present up-to-date information. Summarize: Provide an executive summary at the end. The summary is key in terms of delivering your point and then gives legitimate findings of your data. As the top management does not have time to go into details, a summary draws major insights and gives a clear picture of the present and questions the future course of action.
Daily sales report: It contains information about daily progress achieved. You can break down your costs, monitor your incremental sales, and compare your results with the last month while keeping your data up-to-date. A sales report template for sales executives should incorporate management, development, monitoring, and analysis of opportunities. Those are the most prominent leads within the funnel that need special attention and care.
With the help of professional BI reporting tools , opportunities are available in a single, central location, and automatic data updates will enable you to look at the data in real-time, without manual optimization of numerous spreadsheets and static reports.
Let's see this through a visual example below:. A sales performance report sample above is focused on opportunities and details on various metrics.
It starts with a glance overview of current opportunities, current purchase value, average purchase value, and the win ratio compared to last month. This will immediately tell you if your developments are positive or need additional adjustments to improve results.
Below you can find details on the churn reasons, and we can see that the highest number of lost opportunities state they've chosen a competitor. You can use these findings to examine what competitors offer and if you can adjust your sales strategies accordingly and try to offer something more valuable for your most promising leads. The right part expounds on the purchase value alongside the opportunities so you can track your development through the month and see what happened during certain spikes to recreate positive scenarios and learn from negative ones.
At the bottom, the details will let you know when the first contact was made, by which sales rep, what kind of package is listed, comments, and other specifics of each opportunity. That way, you will clearly see additional information without the need to manually search through e-mails, spreadsheets, or perform any manual and time-consuming task. By adopting business intelligence software , key reports for sales managers will be centralized and accessible from any time, and anywhere.
Moreover, you will be able to share and interact with each part of this dashboard that will save you countless hours and, ultimately, increase your productivity levels. It will outline the performance of each rep and point out how good they are at closing deals, and how long it takes them to get there. Visualizing these metrics will help you in determining the strengths and weaknesses of each individual, providing you with the information you need to respond accordingly.
In our sales data analysis example, you can see that the average cycle length is 18 days while the details are shown below and on the right in this dashboard.
A data report such as this one will ensure you gain a complete overview of your cycle while monitoring the conversion rate and cycle length of each sales manager on your team. The goal is to shorten the sales cycle as much as possible but it also depends on the industry. In B2B, the cycle length is usually much longer than B2C, as mentioned. The less time it takes you from identifying an opportunity to closing a deal, the more effective and profitable your processes will be.
By analyzing each stage of this funnel, you have the opportunity to identify where an issue may occur and address it, so as to increase your sales conversions.
In our sales summary report sample created with a powerful dashboard maker , you can see the number of leads, opportunities, negotiations, proposals, and wins in a simple, yet straightforward way. The monthly development is depicted on top where you can see how many converted leads you gained in the last 30 days. When you see certain spikes, you can examine what happened on that day to see if you can apply the same tactics for your next sessions.
You can also see 2 gauge charts that visualize the lead-to-opportunity and opportunity-to-win ratio. If you notice a significant increase in your wins, you can safely assume your sales reps bring profits to your company. On the other hand, if you see that the opportunity-to-win ratio is stagnating or decreasing, you can examine what kind of problems your reps have at the later stages of sales.
Another monthly report template that can be helpful for online retailers. With so many orders to handle, it can be sometimes difficult to keep track of everything that is sent out — but mostly returned. Increasing sales volumes is what every retailer aims at, but managing to keep the return process in the loop will help you greatly on many levels. In this retail dashboard below, first, you can see in which quantity your items are returned and secondly analyze why.
This is key to figure out where the problem lies and troubleshoot it as fast as possible. If the item doesn't fit, as we see in our example as the main return reason, it would make sense to communicate the sizes more effectively.
Maybe they're not visible enough within your online store or they don't correspond to the standard US or EU sizes. Telephone cold calling is still one of the most important techniques used in sales. This visual enables you to compare your findings with the previous period, learn which is the most effective time to perform calls to be able to maximize results and profits.
In our example, you can see that the contact rate is highest mid-week while the details on the agents' performance are depicted on the right. The trends are indicated in comparison to the previous period and are, unfortunately, negative. The point is to examine further what happened in order to avoid such scenarios in the future. Do agents need more education or something unexpected happened that you can't really influence or change - it's time to start asking additional questions.
As our final monthly report format, we chose one that displays a broad overview of your performance, combining a lot of different KPIs — which is useful if you decide to create a monthly report.
The one displayed here, however, goes further, as it shows data over one year; but you can take data for just over one month. From the number of customers you have acquired during that time span to the costs, it takes to get them, from the average revenue each of them brings you to the lifetime value they have, this sales analysis report sample provides you with at-a-glance information to quickly see if your teams are meeting their goals.
In a practical sense, this performance dashboard will enable you to track the customer acquisition costs, the average revenue per unit, the customers' lifetime value, and the development over time. It's important to track and regularly evaluate your performance since it will create an informed sales environment, where you have the opportunity to make decisions based on data, and not "hunches" or assumptions that can cost you a significant amount of money and time.
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. A week 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.
And a single day is often too short to see any real, meaningful outcome-dependent information. Of course, the perfect time to measure sales rep performance depends on your business model, too.
You can also check our resources for using a business report template to expand your knowledge. Who will be reading these reports? Is it your boss, coworkers, or clients? Each group of readers will have different expectations and needs.
No matter who your audience is though, always remember to keep your reports brief. Nobody wants to read a long, detailed essay on everything you did last week. Try to keep your reports to a maximum of one page. Use plain and simple language in reporting. Make the report brief and concise as most readers may not have enough time to read a lengthy report.
Spend some time to review the report for typographical, grammatical, and spelling errors before submitting it to its recipients.
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