How to make a monthly sales report step by step

How to make a monthly sales report step by step

How to make a monthly sales report

Learning how to do a monthly sales report is essential for any sales team leader. With this document, you can know if your strategies are working, in addition to identifying opportunities and preventing problems.

In fact, Zendesk’s 2021 Trends Report revealed that more than 60% of companies made investments related to data-driven decision making. Technologies that automate sales and earnings reporting, for example, are added to that account.

In this article, you will discover what a business report takes and how to do it in five very simple steps. With less intuition and more facts, you can guide your business to success. Shall we start?

What is a sales and earnings report?

sales report is a document that analyzes the performance of the sales team in a certain period: it can be monthly, quarterly, semi-annually or annually.

Its objective is to evaluate the effectiveness of the sales strategies used, including the ability to achieve the established goals and the obstacles to overcome.

When the results obtained in a sales and earnings report are compared with other periods, it is possible to identify trends and make predictions based on the pattern of occurrences of a given event.

What are the main elements of a report?

Before learning how to make a monthly sales report, it is good to take into account the main elements that should be included in your analysis. Check out!

General sales data

  • Number of sales made x number of opportunities generated in the period;
  • Income growth and possible financial losses;
  • Average amount spent per customer;
  • Opportunity conversion rate.

Operational sales data

  • Number of deals closed per seller;
  • Number of scheduled meetings;
  • Percentage of sales quota that has been reached.

Loyalty data

  • Customer retention rate ;
  • Revenue from buybacks;
  • Time elapsed between the first and the second purchase;
  • Degree of satisfaction with the after-sales service .

How to make a monthly sales report?

The time has come to learn how to make a monthly sales report. With the following step by step, you will be able to evaluate the performance of your sales team and identify opportunities for improvement.

Step 1: Select the relevant data

The first step in a business report is to determine what data is relevant to the people to whom you will present the document.

A marketing manager, for example, may be interested in knowing which campaigns have generated the most profitable customers for the company. A retention manager, on the other hand, may want to know how many customers have purchased more than once and how long it took to occur.

It is this information that will reveal the effectiveness of the strategies adopted and can guide fact-based decision making, including the intelligent allocation of resources.

Step 2: Define the analysis parameters

Once you have selected and filtered the relevant data for your report, it is time to define the analysis parameters, also known as sales KPIs .

Some general facts that are always interesting: number of products sold, revenue, cost of customer acquisition ( CAC ), return on investment ( ROI ) and retention rate.

Depending on the objective and audience your report is targeting, you may also want to include sales growth, new opportunities, team performance, or individual salespeople.

Step 3: Compare the information obtained with previous periods

In a sales and earnings report it is essential to indicate the period analyzed and compare it with previous data. For a monthly investigation, you will typically analyze 30 days of data.

However, this is just one way to do it. You can observe the performance of your team on a quarterly, semi-annual and annual basis. It all depends on the purpose of the document.

Therefore, it is important to have a system to collect, organize and store this information. Sales CRM software , for example, does this job excellently and is capable of automating various elements of a report.

Step 4: Contextualize the results obtained

Numbers out of context can be misleading and lead to misinterpretation. To prevent this from happening, it is important to explain why that data is there, how it was obtained, and what it means.

For example, if you work in a tourism agency focused on tropical countries, sales may drop during the winter in that region of the planet. After all, the attractions of the destination are the heat, the beaches and the outdoor activities.

However, these inferences are not always obvious. Remember to connect these points explicitly in your monthly sales report.

Step 5: Present your findings visually

How you present the information to your audience is just as important as the data itself.

Instead of giving them dozens of pages with hard-to-understand extracts, percentages, and other figures, try using graphs to make the results easier to see.

In addition to making information more enjoyable, charts make it easier to identify trends and allow a more immediate comparison.

Automate your business report with Zendesk

Even if you know how to do a monthly sales report, this is a task that can take time if done manually.

After all, as your business grows, so does the volume of data: there are more customers and more transactions to analyze.

With Zendesk’s sales solution , you can automate your business reporting and improve your team’s productivity. This tool allows you to:

  • Have more visibility of the sales funnel;
  • Make a realistic sales forecast , based on the pattern of previous periods;
  • Monitor the performance of your sales representatives;
  • Get recommendations from leads intelligent;
  • Integrate with other systems to keep your business in sync.