How to Analyze Sales Data and Optimize Your Pipeline

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Your business has many processes that keep it running. But none of those processes are more important than your sales process. Sales are the key to revenue, which is the whole reason your business exists. In fact, the success of your business hinges on your ability to drive sales.

But how do you know if your sales metrics are where they should be? What if there are ways you could be improving your sales pipeline to generate more revenue? Well, there’s only one way to find out: Analyze your sales data.

By performing a sales data analysis, you can learn how to reoptimize your sales process. This also helps with closed-loop marketing:



But you might not be sure how to analyze sales data. If that’s the case, don’t worry — you’re in the right place.

The process of analyzing sales data will look viber database for every business. That said, there are three basic steps that every sales data analysis will follow:

Track your sales data
Organize your sales data
Assess your sales data
Keep reading to learn more, and then subscribe to Revenue Weekly — our email newsletter — for more helpful marketing and sales tips!


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1. Track your sales data
If you want to analyze your sales data, you have to track that data. But how can you do that?

You probably have a few different tools that already generate sales data. For example, if you have an online store, that store will have data on all the purchases made there, including who buys from you and what they buy. Those key performance indicators — or KPIs — are vital to understanding your sales.

Here are just some of the best sales KPIs for your business to track:

Close rate: The percentage of sales that you successfully close.
Churn rate: The percentage of existing customers who stop doing business with you in a given period.
Annual recurring revenue (ARR): The amount of money you earn each year from recurring payments, like subscriptions.
Customer acquisition cost (CAC): The average amount of money that you spend in the process of converting each new customer.
Customer lifetime value (CLV): An estimate of how much money you can expect a customer to earn your company over the entire duration of their relationship with you.
Continuously tracking all these sales KPIs is key to your sales data analysis.