It is sometimes easy to draw conclusions from a seemingly thorough analysis of sales reports. But, sales reports can’t tell us why a particular result is or is not happening. And until we know the “why”, there’s not much we can do about it.
Sales reports are very valuable for providing guidance into the questions we should ask and giving us direction for further investigation. Thorough analysis of sales reports can help narrow our focus. Answers will only come from on-the-scene inspection and dialog with the front line team. Armed with good data, our inspection time and our dialog has a better chance of uncovering the real root issues. Once we uncover the root issues, we can then build action plans which will really work.
Don’t take the easy way out – data in reports doesn’t come close to telling the whole story. Nothing is better for understanding the business than getting out of the office and onto the front lines.