{"id":4358,"date":"2013-03-25T08:51:45","date_gmt":"2013-03-25T12:51:45","guid":{"rendered":"http:\/\/www.exomarketing.biz\/\/?p=4358"},"modified":"2022-10-04T09:23:40","modified_gmt":"2022-10-04T13:23:40","slug":"b2b-sales-analysis-of-an-smb-is-it-complicated","status":"publish","type":"post","link":"https:\/\/exob2b.com\/en\/b2b-sales-analysis-of-an-smb-is-it-complicated\/","title":{"rendered":"B2B sales analysis of an SMB: is it complicated?"},"content":{"rendered":"

Sales analysis gives us a good idea of a company\u2019s situation. This is an exercise that goes beyond an accountant\u2019s analysis. Progression, regression, stagnation of sales, the 80\/20 rule, markets and geographic zones served are some examples of analyses that you can realize with an accessible tool like Excel. In addition to its simplicity, it can also be very useful and instructive.<\/p>\n

Most of the time, when a client contacts us, it\u2019s because he or she has encountered a problem which is often reflected in his or her sales. Analyzing this problem allows us to understand why the client has come to see us: stagnation or drop in sales, unreached objectives, cannibalized sales (when sales of one product increase to the detriment of sales of another product), etc. And no, clients rarely contact us to tell us that \u201ceverything is fine.\u201d<\/p>\n

That\u2019s why we often analyze our clients\u2019 sales figures. This is often the most efficient way to get a true picture of a company\u2019s current situation and sometimes even to see past and future milestones.<\/p>\n

Basic sales analyses<\/strong><\/p>\n

Several very simple analyses using Excel can be accomplished, for example:<\/p>\n