To determine the trend of growth or decline in sales of the company's products, it is necessary to analyze them. It allows you to determine the market situation and identify those products, the promotion of which requires some effort. As a result, a plan for future sales and the necessary measures to increase them are formed.
Instructions
Step 1
Compile a report on the dynamics and structure of sales as a whole for the enterprise and for individual areas and product groups. Calculate the rate of revenue growth, which is equal to the ratio of profit from sales in the current and the previous period. Also determine the share of proceeds from sales of products that are sold on credit in the reporting period. The obtained indicators, calculated in dynamics, will make it possible to assess the need for lending to buyers and trends in the development of sales.
Step 2
Calculate the coefficient of variation of sales. It is equal to the sum of the squares of the difference between products sold in a particular period and the average number of sales, in relation to the average percentage of sales for the analyzed period. Based on the obtained values, draw conclusions about the reasons that cause uneven sales. Develop measures to eliminate the identified causes and increase the rhythm.
Step 3
Calculate the level of marginal income, which is the ratio of the difference between revenue and variable costs to sales revenue. Determine the indicator of critical sales volume, which is equal to the ratio of fixed costs of production and sales of products to the level of marginal income. The resulting value allows you to determine the break-even point of sales. Based on the data obtained, determine the safety margin of the enterprise.
Step 4
Determine the dynamics of the profitability of sales, which is defined as the ratio of sales profit to revenue. The resulting indicator allows you to determine the profitability of the enterprise and assess the effectiveness of the functioning and current product policy.
Step 5
Analyze the obtained sales figures and identify the measures that need to be taken to increase profits. This can be optimization of production, work with customers, development of new markets and much more.
