{"id":2647,"date":"2021-05-14T21:01:00","date_gmt":"2023-09-04T21:01:10","guid":{"rendered":"https:\/\/www.salesforce.com\/?p=2647"},"modified":"2023-10-31T11:48:30","modified_gmt":"2023-10-31T11:48:30","slug":"sales-analysis-small-businesses","status":"publish","type":"post","link":"https:\/\/www.salesforce.com\/eu\/blog\/sales-analysis-small-businesses\/","title":{"rendered":"How to Get Started with Sales Analysis for Small Business"},"content":{"rendered":"\n

When dealing with your small business sales at the early stages of starting your business, you might be happy just to be getting sales through, and you might only need a few simple graphs showing sales over time. However, as your business grows, the need for a more comprehensive sales analysis will probably too. Depending on your business’s size and maturity, you might be looking at different KPIs to determine your success. <\/p>\n\n\n\n

There are different types of sales analysis styles based on the company stage, the leadership style of the SME owner, the type of product or service the company is selling, and the complexity of the sales process. For all types of businesses, sales analysis can be helpful in increasing revenue, either by taking notice of what is working<\/a> and doubling down on that tactic, fixing leaks in the funnel, or identifying high-performing reps and replicating their tactics across the organisation. For many businesses, it can be easy to get lost in the realms of possibility, so there are some key metrics to focus on initially. Let\u2019s get started!<\/p>\n\n\n\n

The basic analysis<\/b><\/h2>\n\n\n\n
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When you begin your first sales analysis for your SME, look at how many leads you are getting. Is this enough to meet your sales goals? A simple way of working is to take an estimate of how many leads become real opportunities, and what your sales reps\u2019 rate of closing is. For example, if you are generating 100 leads (lead volume) a month, and 30 of them become real opportunities, your salesperson might close 10. That means your lead-to-sales ratio is 1 in 10. This is a useful metric for scaling your business as you will know, approximately, how many leads you need to feed your sales team to make your sales target. <\/p>\n\n\n\n

Also, look at your average deal size; is it enough to meet your revenue goals? And how long does it take your team to close the deal? This is helpful because when you invest more in generating leads and marketing, there will be a lag before this shows in closed opportunities. It can also help a lot with managing your cash flow.<\/p>\n\n\n\n

The next stage<\/b><\/h2>\n\n\n\n
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So, your business has grown- that\u2019s great news! This means your sales operations have increased as well, becoming more complex. With so many more moving parts, you may want to expand on the sales analysis you are doing to provide yourself and your teams with more information.<\/p>\n\n\n\n