Sales analysis

facebooktwittergoogle_plusredditpinterestlinkedinmail

This subsystem allows for a historical analysis of the company’s sales. With it you can learn more about your products, your contractors, and the work of your company in terms of sales organization. You will be able to identify negative trends and get recommendations from the system regarding preferred action to improve sales.

To work with the Sales Analysis subsystem, click the corresponding link at the top.

The interface is divided into two panels. To the left you select the unit of your analysis (or objects), and the right pane provides a detailed analysis of the selected object.

1. Selecting an analysis object for sales analysis

The left panel shows the possible analysis cross-sections for your review.

You can hide the panel (by clicking on the vertical bar to the right of the panel; press it again to reopen the panel) and then the panel on the right with analysis data will be displayed in full screen, which makes reading the information easier.

To select objects quickly (available in the left search box, where you can type the desired name, and the table will only show the items related to the search text you have typed shows up, displayed according to their ranking).

You can select a particular element. For this, just click on it and its data analysis will be displayed in the right panel. Similarly, to perform analysis of several elements as a whole (a sum) the boxes next to elements to be analyzed need to be ticked:

Analysis by the selected objects will be displayed in consolidated form in the right panel.

The cross-section panel is divided into tabs, according to possible types of cross-sections:

1. “Items” – a list of stock items sold by the company. It also includes the following cross-sections:

1.1. “Item Types” – brings together a cross-cutting group, in the context of which it is possible to see an analysis of sales (if this cross-section has been defined in the raw data)

1.2. “Item properties” – the distribution of items grouped according to properties and their values. For each of the property values, you can build an analytical cross-section. For example, if you select the color “Blue” (the value of the “Color”), on the right you will see the full cross-section of data on sales of items of that color.

1.3. “Groups” – the ABC groups formed according to cluster analysis. Each group contains products that have been included following an analysis. You can work with the ABC group just as if you were working with a list of items. Thus, by clicking on “Group B” in the right panel, you will see a cross-section of the analysis of sales of all items included in this group.

2. “Clients” – our buyers, i.e. those to whom we sell.

2.1. “Groups” – the ABC groups formed according to cluster analysis. Each group contains clients that have been included following an analysis. You can work with the ABC group just as if you were working with a group of clients. Thus, by clicking on “Group B” in the right panel, you will see a cross-section of the analysis of sales of all clients included in this group.

3. “Warehouses” – places where we sell the our products (i.e. storage and retail space) if specified in the raw data.

4. “Managers” – a list of our staff executing sales. They are the ones who sell the goods to the customer.

5. “Companies” – a list of our legal entities, or those on whose behalf we sell our goods.

If the left cross-section is selected, the right pane displays its analysis. If you do not select any cross-sections, the data will be displayed for all products, customers, warehouses, managers and companies as a whole by firm in summary.

2. The period of sales analysis

By selecting a particular cross-section, it will appear in the header at the far right of the right panel.

You can deselect your choice by clicking the red “X” to the right of the name of the analysis object. By default, an analysis of the entire company will open.

Below you see a selection of the time period that interests you. All data in the analytical panel is analyzed automatically according to the period selected and will be displayed specifically in accordance with that period, either by using the periodicity specified (for charts) or by displaying the data for the latest period (for tables).

Thus, if we choose “Week”, we will see the sales chart in the week section and table analysis data will be displayed for the latest period (i.e. last week). Similarly, by selecting “Year” we will see annual sales figures and sales data for the last year.

At the same time, it is possible to choose a specific period for analysis for each type of period: you can select a particular day, week, month or year for which you want to obtain a cross-section of data. All displayable data will be displayed for the selected period.

3. Indicators

Below the period selection you will see several tabs. Each tab corresponds to a certain figure, according to which the following data will be displayed:

1. “Sum of sales” – sales of the selected object, in sum totals.

2. “Sales amount” – sales for the selected cross-section, in sum totals (available only for specific items).

3. “Number of deals” – the amount of the sale in the selected period. Each document of sale or receipt corresponds to one transaction.

4. “Average bill of deal” – the average transaction size for the cross-section. Assuming that each document or check corresponds to one transaction, the indicator displays the average amount of the transaction for the selected period. The indicator is not displayed for the “Goods” cross-section.

3.1. Sum of sales

This indicator shows how many items were sold during a certain period, in monetary terms – “For … (period).”

“Total” – the total value of the indicator calculated over the selected period. In this example, as of February 2015, net sales amounted to 351,153,151 $.

“Average for period” – the average value for the selected period, in monetary terms. In this example, in February 2015, the average monthly value (in one month) amounted to 10,032,947 rubles.

“Deviation from average,%” – [sum total for the period / period average * 100 – 100] shows how the data for this period differs from the period average.

3.2. Sales amount

This indicator is available only for specific items. This shows how many items were sold during the selected period, expressed in units sold: “For … (period).”

“Total” – the sum total of the indicator calculated for the selected period. In this example, in February 2015, the amount sold, expressed in meters, amounted to 1,099 m.

“Average for the period” – the average value for the selected expressed in units sold. In this example, in February 2015, the average monthly value (over a monthly period) amounted to 31.42 rubles.

“Deviation from the average,%” – [amount for the period / period average * 100 – 100] the extent to which the data for this period differs from the period average.

3.3. Number of deals

In this indicator you will find information about how many transactions there have been (sales documents, checks, orders, transactions) during the selected period – “For … (period).”

“Total” – the sum total value of this indicator calculated for the selected period. In this example, in February 2015, there were 37,212 transactions.

“Average for the period” – the average number of transactions during the selected period for the entire sales history.

“Deviation from the average,%” – [number of transactions for the period / average number of transactions for the period * 100 – 100] shows how much the data for this month differs from the average.

3.4. Average bill of deal

In this indicator you will find information on the size of the average check (transaction or sales document) for the selected period – “For … (period).”

“Average for the period” – the average check during the selected period for the entire sales history.

“Deviation from the average,%” – [average check period / period average * 100 – 100] shows how much the data this month differs from the average

4. Trend

The trend is displayed for all indicators as an orange line in the corresponding charts.

The trend line uses the Hodrick-Prescott filter for the chosen period.

5. Analysis of components

Once you select the object of analysis to the left (product, warehouse, etc.), you will see its historic chart and indicators calculated for the latest period chosen. An analysis of the components of the selected analysis object will also be available. Thus, you can see what has contributed to the current state of the object and how it has developed historically over time.

To do this, below the main chart you have a choice of analytical sections similar to the choice of the analysis object: products (with meta-analysis), warehouses, managers, clients, and the organization. When you choose a cross-section, you will see a table that lists the objects identified by the system as sold, as well as calculated figures for these objects. Each selected indicator corresponds to the alignment of objects. All figures are displayed according to the selected dates.

For quick selection by object, there is a search field to the right where you can type in the name, and the table will only show the items where the text is found. Objects are displayed according to their ranking:

If you want to view the selected object as the primary unit of analysis, just double-click on the name of the object you are interested in, and the system will shift to analysis of this object as a primary unit.

You can export your tables to Excel for further work by clicking the corresponding button.

5.1. Sum of sales

“Total” – the sum of all objects sold over the selected period, expressed in monetary terms.

“For … (period)” – the volume of all objects sold for the selected period, expressed in monetary terms.

“Average for period” – the volume of all objects sold, expressed in monetary terms, over similar periods in the past (as sold on average in a year, month, week, or day).

“Total, %” – the percentage of total sales represented by the object under analysis \

“Period,%” – the percentage of total sales represented by the object over the latest period

5.2. Sales volume

“Total” ­– the sum of all sales during a selected period of objects, expressed in terms of units sold

“For … (period)” – the volume of all objects sold for the selected period, expressed in terms of unit sales

“Average for period” – the volume of all objects sold, expressed in terms of unit sales, as an average for the same period in the past (as sold on average in one year, month, week, or day);

“Total, %” – the percentage of total sales represented by the object

“Period,%” – the percentage of sales represented by the object during the latest period

5.3. Number of deals

“Total” – the sum total of all deals or transactions (checks, sales documents, orders) of an object during a selected period

“For … (period)” –– the amount of all deals or transactions (checks, sales documents, orders) of an object during a selected period

“Average for the period” – the amount of all deals or transactions, as an average over the same period in the past (as sold on average in one year, month, week, or day);

“Total, %” – the percentage of total sales represented by the object

“Period,%” – the percentage of sales represented by the object during the latest period

5.4. Average amount of deal

“For … (period)” – the average amount of the deal or transaction by object in the selected period

“Average for period” – the amount of all deals or transactions, as an average over the same period in the past (as sold on average in one year, month, week, or day);

“Total, %” – the percentage of total sales represented by the object

“Period,%” – the percentage of sales represented by the object during the latest period

6. Shares/Percentages

The system offers a convenient visual cross-section of composite objects constituting the main object of analysis. Mycroft Assistant presents two pie charts with the current layout as fractions of the main objects (current and historical).

The left pie chart (“Total”) shows the fractional layout of the main object that has developed historically over time (for the entire time up to and including the selected period). The right pie chart “For Period” shows the fractional layout of the main objects that developed during the selected period.

The comparative percentages allow you to track how much the influence of one or another factor has changed over a given period. For example, if the manager during this entire time was responsible for about 30% of sales, but only 18% during the chosen period, then this indicates someone’s work was either insufficient or they overworked.

You can analyze the relationship by level of ranking. There are three group levels and an entry level available for analysis.

This graph shows only a few basic objects (the specific amount displayed is configured in the user profile), and a special assembly section “Other”, which includes all other objects. This is done in order to be able to identify the key objects that make up the sale, just by looking at the graph.

The settings for the amount of displayed data (all that doesn’t fall under “Other”) are indicated under “Settings” in the “General” section:

The second diagram is a representation of the dynamics of sales percentages. It is constructed over time according to the selected period and you can visually determine which object in the sale took which share in sales and when. According to this chart, you can determine how the composition of sales has changed historically. By clicking on the diagram, you can open it in a separate window where by hovering over it with your mouse you can estimate the specific value of shares.

7. The history of the constituent items indicator

By clicking on the item in the table below you can see a graph showing the sales history of your selected object as a constituent item of the object being analyzed.

The key point is that this is not a display of the main object under analysis, but rather it reflects the object as a constituent part of what is being analyzed.

You can display any available number of diagrams (limited to “Settings” in the “General” section) by highlighting the record.

Click once on the table to add the diagram to the panel and highlight the record in gray. Press again on the highlighted object and this will remove the diagram from the panel. However, the trend line is displayed only for the single selected object.

For objects organized by rank, graphs can be added or removed by ticking the box next to the desired object or group.

8. ABC analysis

ABC analysis is a method to classify and structure a company’s resources in terms of their impact on the company. This analysis is a decision-making tool and can be used by any type of business.

At the heart of ABC analysis is the Pareto principle, which states that 20% of all goods provide 80% of turnover. In relation to ABC analysis, the Pareto rule might sound like this: reliable control of 20% of positions allows for 80% control of the system, be this the product range or clients.

In general, ABC groups are categorized as follows:

Group A – controls 80% of total turnover. According to the Pareto principle, for an average company this group comprises 20% of items or clients.

Group B – controls 15% of total turnover. In general, this would include 21% to 51% of products or clients.

Group C – controls the remaining 5% of turnover. This has the least effect on the operation of the company’s products and customers.

At the same time, it is possible to establish concrete percentages in another way: if you think that you do not need 20% for group A (the most influential group) but only 10% instead. The percentages of the remaining groups are distributed accordingly.

Using this method, it is possible to identify those groups of goods (or clients) clearly enough who are most involved in the activities of the enterprise, or to solve the opposite problem identifying those products (clients) with the least effect on the company.

Mycroft Assistant lets you conduct ABC analysis (clustering objects into groups) for items and clients. And it does this not within a general paradigm of work within the system, without affecting the result of ABC analysis in a separate report, but instead working with the analysis result as if it were an ordinary group.

In the profile settings, users for products and clients are invited to select the basic distribution of objects into ABC groups: this might be the “Sum” (the sum of all sales) or the “Quantity” (number of transactions); and percentages by which these are classified as ABC groups.

To define the settings for ABC groups, go to “Settings”, and in the section that opens up, click on the “ABC groups” tab.

Separately, it is important to note that the user can conveniently choose the period for the analysis and display of ABC groups. You can choose between the “For the last time” and “For the year” options. Go to “Settings” in the “General” section to select this:

If you select “For the last period”, the analysis objects will be distributed by groups according to the data received for the last period selected (day, week, month, year). When selecting a period, the objects in ABC groups change with the period selected: for a month there might be some items in group A, but for a week others might appear instead.

When you set “For the last year”, the analysis objects will be distributed by groups according to the data received for the last 12 months and will not change regardless of the selected period.

ABC groups in the system are processed as follows: for goods and clients, groups are displayed in corresponding subsections, as when selecting the object to analyze:

… just as when expanding sales into their constituent components, the selection of components is as follows:

For ABC analysis an advanced functionality is available to ABC groups: you can view an expanded layout of the percentage by group composition; see the layout for the products or clients that are part of this group by the selected sales object. You may be able to answer the question “Which products does the client buy the most from group B?” by selecting the client as your analysis object, moving over to group B and obtaining a layout by group percentages.

But that’s not all: just as with ordinary groups, working with ABC groups you can obtain the sales history for this group (or for any number of selected groups) simply by ticking the box next to them. And on the panel below the groups, the system will show you the history of sales for number 1199 items and “Group B” in an ABC group (for example) to this particular client. The standard selection of goods and groups is also available.

More generally, if you asked the question “What are the products most purchased by Group C clients?” Mycroft Assistant will be able to answer this question in two clicks.

In the left panel, select “Clients” and “Groups”, and tick Group C.

In the right panel, the system will show the sales history for this group. Now scroll down to see the products that Group C clients are purchasing and in which percentages:

Let’s see which managers work the most with clients in this group. To do this, simply click the “Managers” button:

Thus, unlike other systems, using the Mycroft Assistant ABC analysis is simple and straightforward. And the ABC analysis in this task makes it possible to obtain information regarding inefficient use of resources, allowing you to make management decisions to reduce costs, improve efficiency, and grow your business.

9. Printing a product report

To work with paper reports, it is possible to print the “right” panel with analytical information by object.

To do this, simply click the “Print” button at the top of the left panel:

in the standard dialog box, select the printer for the report and print. A printout of the report will result based on the principle “printed exactly as you see it”.

10. Settings

Settings for sales analysis can be defined in “Settings” section under the “General” tab

Settings affect interpretation of sales data and the display data. The following settings affect Sales Analysis:

Imported deals – the choice among objects of analysis. You can analyze customer orders or sales if these objects exist in the downloadable data.

Number of rows in the table cross-section – specifies how many rows will be displayed in the panel analysis (by default: 4 rows):

Number of selected objects on the chart – indicates how many charts can be chosen to display in the chart panel for the objects under analysis (by default: up to 5):

Amount of data in a pie chart – indicates the maximum number of objects to be displayed in a pie chart; the rest relate to “Others” (by default: up to 5):

 

Continue to Planning >>