Shopping Cart
Your Cart is Empty
Quantity:
Subtotal
Taxes
Shipping
Total
There was an error with PayPalClick here to try again
CelebrateThank you for your business!You should be receiving an order confirmation from Paypal shortly.Exit Shopping Cart

Business Intelligence for Custom Integrators

Tuesday Morning Coffee

Tuesday Morning Coffee

Vital Question #68

Posted on June 18, 2015 at 3:10 PM

Is There A Hidden Path To More Sales? And ... How Do I Find It?

The flow of business for most owners is communicated by their P&L: how much revenue has been realized in what timeframe. In the best-run companies, this equates to the value of actual production over that timeframe, ie, the value of goods delivered and services provided.


But there is additional insight to be gained by charting the “sales written” features of past contracts.


Companies following our Quick Books process can easily run a report that shows how many new JOB contracts were generated each month of the past 24. This information alone reveals the relationships between when jobs are contracted, vs when production happens – a booking curve vs a billing curve, as it were.


Now, connect each new job with the salesperson responsible, and the source of the lead (eg, client referral, design/builder relationship or net new client). Going further, if you have a date of the final invoice on these contracts, you now have a really valuable data set. Here are a few of the metrics you can calculate…

  • Average contract size by month
  • Average contract size by salesperson
  • Average contract size by referral source
  • Average length of project vs contract size

This simple exercise will reveal the footprint of your sales model, and help you determine a viable path to more sales. Especially productive (or non-productive) salespeople could be clearly identified – not just how much they write, but also what kind of jobs they write.


You might find trends, transactions, or referral sources that influence your activities going forward. You might find dependencies that require action sooner (e.g. too much reliance on one builder or one source of business). Your ability to increase future sales levels is often hidden in the look backwards.


Knowing more about the sales flow into your business can’t hurt and just might help you manage up to that next level.


If you’d like to know how to get the simple monthly “sales written” report out of Quickbooks, e-mail your request to [email protected]

 

And please share your findings with us. We are happy to help you think about what it means.

Categories: VITAL QUESTIONS

Post a Comment

Oops!

Oops, you forgot something.

Oops!

The words you entered did not match the given text. Please try again.

38 Comments

Reply Leskige
1:31 AM on April 22, 2020 
Buy Now Acticin Website Ups https://cheapcialisir.com/# - generic cialis canada Cafergot Tablets Nz Cialis Best Price 100mg Generic Viagra
Reply lopiesk
10:58 PM on June 10, 2020 
cialis pour femme en pharmacie https://cheapcialisir.com/ - legit cialis online Propecia Buy Locations Cialis Viagra Rx Medstore
Reply Osciree
10:52 PM on July 15, 2020 
Priligy 121 Grolokerge https://bbuycialisss.com/# - Cialis fretwopoff Viagra Frau Bericht Anentkedvele buy generic cialis online thungurnit Cialis Wirkungsdauer
Reply Osciree
5:43 PM on July 17, 2020 
Venta De Viagra Contrareembolso Lombcalo https://acialisd.com/# - Cialis swazoste Amoxicillin And Breastfeeding IgnineeInfax Cialis Poelahex Acheter Viagra Sans Ordonnance Canada
Reply cialis online ordering
9:51 AM on August 17, 2020 
Cialis 20 Mg Reimport shumbase https://apcialisz.com/ - Cialis kirllaurry Order Lasix Without A Prescription LerUsard Cialis MORTOODE Lilly Cialis
Reply Priorpome
11:10 AM on December 11, 2020 
prices soft tab cialis shumbase cheap cialis generic online kirllaurry Comprare Levitra On Line
Reply micescomb
1:44 AM on December 14, 2020 
Priligy Precio 2012 shumbase cialis vs viagra kirllaurry Cialis Rezeptfrei Gofeminin
Reply micescomb
7:19 AM on December 16, 2020 
Finasteride Us shumbase cheap cialis online pharmacy kirllaurry Us Made Cailis
Reply uZyRhUOIwdr
8:23 AM on March 2, 2021 
fcAajnLwZ
Reply Peboode
11:05 AM on March 15, 2021 
http://vskamagrav.com/ - buy kamagra with american express
Reply Immemesef
4:06 AM on March 17, 2021 
Reply Immemesef
5:52 PM on March 20, 2021 
https://ponlinecialisk.com/ - cialis prescription online
Reply Peboode
6:12 AM on March 21, 2021 
http://ponlinecialisk.com/ - cialis prices
Reply Peboode
11:54 AM on March 22, 2021 
https://vsdoxycyclinev.com/ - doxycycline hyclate 100mg
Reply Peboode
9:34 PM on March 22, 2021 
http://hcialischeapc.com/ - purchase cialis online cheap
Reply Peboode
1:21 PM on March 23, 2021 
http://gcialisk.com/ - cialis 20mg price
Reply Obliniben
3:53 AM on April 3, 2021 
http://vslevitrav.com/ - levitra online pharmacy
Reply Kennethtus
9:30 AM on April 14, 2021 
sildenafil online in india
sildenafil buy online canada
buy viagra online japan
Reply HenryUnets
2:13 PM on April 15, 2021 
amoxicillin for std
amoxicillin dosage for adults
Reply GAhmqtbIlyFdBVk
1:26 AM on April 18, 2021 
VMSETtLncGUlX
0