Todo emprendedor vende algo, puede que vendamos productos o servicios, pero algo al final vendemos. Aunque no lo creas analizar nuestras ventas nos ayuda de gran manera a conocer el comportamiento de nuestro negocio con respecto al tiempo, nos ayuda a conocer los gustos de nuestros clientes, alinear nuestras estrategias de Marketing, y evaluar nuestro plan de negocio. Es algo de pura constancia y disciplina. Pero que nos beneficia muchísimo.
A continuación, te comparto los 6 tips para analizar tus ventas, sus beneficios, y tips de cómo hacerlo paso a paso.
Radiografía de tus ventas.
¿Para qué me sirve analizar mis ventas?
Para analizar cualquier cosa lo primero que necesitamos son datos.
Datos que podemos haber recogido durante el periodo que vamos a medir, o datos que tenemos en nuestra cabeza y que ya es hora de reflejar por escrito.
El resultado va a ser espectacular, así que saca tiempo de donde puedas porque ésta es una tarea necesaria y urgente de la que no te vas a arrepentir.
Para comenzar vamos a ver la única herramienta que vamos a necesitar para conseguir estos resultados, un libro Excel. Si no te manejas bien con este programa no te preocupes porque te lo voy a dar todo automatizado.
Lo único que vas a tener que hacer tú es rellenarla con todos los datos que afectan, de una u otra forma, a tus resultados comerciales.
Poco a poco te iré explicando cómo rellenarlo. Tranquilo/a, que no es complicado y te guiaré paso a paso.
#1 ¿Qué vamos analizar?
Que no se te escape nada.
¿Has pensado dónde puede estar el problema por el que no has vendido lo que esperabas?
Pues precisamente, por esa razón, tienes que tener todas las cartas sobre la mesa.
¿Qué vamos a analizar?
- Ventas.
- Productos.
- Clientes.
- Precios.
Te haré un breve resumen:
Vamos a analizar lo que hemos vendido, a quién se lo hemos vendido, a qué precio y qué tipo de producto.
También veremos ¿Cuál es tu ticket promedio de venta? ¿Sabes qué es el valor del ticket promedio? Básicamente, es el resultado de hacer una división entre dos de las cifras más importantes de tu negocio: el total de los ingresos por ventas y el número de ventas llevadas a cabo.
Para calcularlo divide los ingresos de las ventas entre la cantidad de facturas o clientes, especifica un tiempo determinado en el cual quieres realizar el promedio. Puede ser un mes, una semana, un día.
Ejemplo: Si tus ventas mensuales son $5,000.00 y haces 10 facturas mensuales, tu tiquete promedio mensual es de $500.
Es más fácil establecernos metas para aumentar $25 dólares más por cliente que proponernos incrementar las ventas en un 20% por ejemplo.
Maneras de como aumentar el tiquete promedio:
- Realizar ventas cruzadas.
- Productos recomendados.
- Venta agregada.
- Mejorando técnicas de venta.
- Mejorando servicio al cliente.
- Entre otros…
#2. Control de tus ventas. ¿Cómo lo vamos analizar?
Si no cuentas con los datos necesarios recogidos en un documento. No te preocupes que al final del Blog, podrás descargar un archivo que he preparado para que lleves el control de tus ventas. A partir del 1ero del mes siguiente o si estas a inicio de un mes, también puedes comenzar sin problema. O si tienes tu propia forma de recopilar tus datos sabrás de lo que te hablo, pero de lo contrario, no pasa nada, empezamos a partir de cero.
He preparado una plantilla de Excel en la que vamos a recoger todos los datos de importancia para nuestro análisis, con una gráfica para que veas los resultados de una forma más visual.
#3. ¿Qué vas a conseguir al analizando tus datos?
Vamos a conseguir conocer dónde estamos fallando, te darás cuenta por donde se está esfumando tu dinero, si es el caso que le inyectas capital mes a mes para que el negocio siga andando.
Por más pequeño que sea tu negocio debes analizar el resultado de tus ventas anuales. Si no lo haces, será un gran obstáculo para crecer, vas a repetir fracasos y malos resultados.
En primer lugar, tenemos que tener claras solamente 2 cositas, sobre las ventas:
- ¿Qué hemos vendido? (tus productos o paquetes de servicios y tu facturación).
- ¿A quién lo hemos vendido? (clientes). Una vez que tengamos recogidos estos datos será el momento de analizar.
Te recomiendo que te prepares mentalmente para el resultado, ya que puede ser tanto negativo como positivo.
El punto importante es establezcas medidas objetivas para mejorar. Si realizas los siguientes pasos es muy probable que para estas fechas del año que viene, tus números habrán mejorado considerablemente.
#4 ¿Cuánto has vendido?
Lo primero que debemos registrar son las ventas mensuales.
Verás que te aparecerá el total vendido abajo.
Si conoces, el total de venta vendido del año anterior, puede ser interesante que hagas el mismo ejercicio para tu año anterior al presente. ¿Has vendido este año más que el anterior? La segunda que debemos analizar es tu regularidad.
Lo normal es que hayas vendido cada mes algo más que el mes anterior, sin tomar en cuenta meses irregulares en tu país por temporadas altas o bajas y meses con muchos días feriados, por ejemplo. O, por el contrario, meses donde hay más movimiento que otros cómo diciembre, por ejemplo, no podemos compararlo con enero o febrero. Esto depende también del tipo de negocio en el que te encuentres, otro ejemplo, sabemos que temporada de verano, si tienes un negocio de hostal, serán tus mejores meses, viene siendo tu temporada alta.
Lo normal es que cada mes aumente la cifra de venta porque mantienes tus clientes y vas obteniendo nuevos.
En el caso de que tus ventas no sean recurrentes, es decir que tu tipo de producto o servicio sólo se venden una vez, te será más fácil el registro.
#5 Productos más vendidos
Es el momento de ver qué productos has vendido más.
A estos productos o servicios les daremos especial atención e importancia el siguiente año.
Recuerda el que tiempo es tu principal herramienta cuando vendes. No malgastar tiempo y esfuerzo es clave, en su lugar inviértelo en aquello que te ha dado hasta ahora mayores beneficios.
Comprueba cuales son los tres productos que más has vendido.
- Dale a cada uno un número y anota la cantidad vendida por mes.
#6 Productos menos vendidos
Por el contrario, los productos que no vendemos o que vendemos en muy poca cantidad, deberemos plantearnos no dedicarles más tiempo.
Repetimos la misma acción con los 3 productos que menos has vendido este año.
- Comprobarás que hay productos que se venden más que otros según el mes.
- Teniendo ese dato, puedes potenciar la venta de ellos en los meses que más has facturado.
- O, por el contrario, comprobarás que hay productos que no tiene movimiento o se encuentran en declive, es decir en la última fase del ciclo de vida de un producto.
¿Se comprende la idea?
Las ventas, y solo las ventas te dicen muchas veces qué hacer con esos productos que se venden ya poco. Y a cuáles sin debes dedicarle más esfuerzo, estrategia y capital.
Podrás descargarte la plantilla automatizada gratuitamente para analizar tus ventas, colocando tu nombre y correo electrónico a continuación.
Como siempre, espero que el artículo te sirva, si tienes alguna duda, sugerencia o consejo sobre este tema, coméntame a continuación y compártelo también si crees que le pueda ser útil a tus amigos.
Un gran abrazo y hasta la próxima semana,
26 comentarios en “6 tips para analizar tus ventas”
Wao! Muchas gracias por este escrito. Voy a descargar la plantilla y a ponerme manos a lo obra!
¡Hola Paola! me alegro que te haya servido. Un abrazo. ¡Suerte!
Gracias por los Tips de Ventas, interesante! =)
¡De nada Janeth! me alegro te hayan gustado.
Si! a sacar el tiempo para organizarse y hacerlo, porque no es suficiente solo vender! Excelente!
Gracias Nedelka! por tu comentario. Así es…
Excelente, ya tengo como analizar a fondo mis ventas!! Gracias!
Me encanto, y es real, si no tenemos claridad de los numero, en cuanto a ventas y stock no sabremos que camino coger. gracias Sophia, vamos aprendiendo poco a.poco.
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