Although most people associate Microsoft Excel with accounts and
financial planning, it is far more versatile than that, and it is ideal for
keeping track of financial affairs. Sales is about money, and Excel is
excel-lent (excuse the pun) for keeping track of money. Now even though you may
know that, I would like to explain just
how it can be useful in the 'sales' industry.
Now when it comes to sales, knowledge is key.
·
Where are the sales coming from?
·
What are our targets?
·
What have we already achieved?
·
What do we still need to do?
·
Are we on target?
All of these are questions that get
asked, and if you're in sales, these are the questions you need to have answers
for.
All too often you have good sales people who don't have a solid sales
plan, or having a solid plan but not knowing all of the facts. Your sales will
only hit their true potential if you (1) know all of the facts, (2) have a
solid sales plan and (3) have talented sales staff.
Excel will allow you to achieve the
first of those requirements, which will help with the second and encourage the
third. Let me explain.
One of the strengths of Excel is to manipulate data into an
understandable format. This means that it
takes confusing data and lays it out in such a way that it makes sense and is
useful. If you have a whole long list of sales that have come in, you may
not be able to see vital information from that data. Look at the questions that
I asked above, none of those questions are answered by a list of sales. Now
Excel can take that list of your sales, and answer all of those questions, and
all you have to do is 'feed' Excel the list.
No need to have someone looking over the list with a calculator, trying
to establish what is required. Excel will take the list and pull out all of the
information that you require to make the correct decisions. You will know all
of the facts, you will be able to see what has happened, how it happened and
even what is likely to happen. All vital
to a sales team.
Excel will also be able to break down other information, like which
marketing campaigns have worked. When entering your sales data, if you include
details like how the work came in, Excel can give you reports on this too. This
means that you could see which marketing ideas have been successful and which
haven't. This will help you to achieve the second goal of coming up with a
solid sales plan. The key to sales is
being organised, you may not think so when you meet some salespeople, but
behind them is usually an organised sales manager with a solid plan. Seeing
as you need information to generate a plan, Excel is perfect as it gets you all
the required information.
Now Excel can help with the third category too, but unfortunately most
sales people won't use it. I worked as a
sales rep for a few years, and I used Excel all of the time. I used it to
assess data, as well as storing client data, and even planning my visitations!
I found that if all of the data and information were stored in Excel, it meant
that I didn't have to remember it all, it also meant that I could use that data
to create reports that helped me to do my job better. Even if the salesperson
doesn't use it, Excel was still vital in getting them all of the statistics and
information in the first place, by taking care of the first two categories.
We all love to see graphs that go up; we all love to see
positive forecasts and we all need targets. Excel is the key to taking your raw
data, producing the vital information that you require, and presenting it in an
easy-to-understand format. Unfortunately, when you open up a new blank Excel
spreadsheet, it is of no use until someone creates the correct spreadsheet for
you and your company. If you can't do it in-house, there are companies that
will liaise with you and create something specifically for you. I for one love
doing this, which is why I started Spreadsheet Solutions, so that I could help
others experience the advantages of using Excel and so that sales people can
focus on their customers.
Richard Sumner is the
Managing Director of Spreadsheet Solutions
075 042 70579