Category: Sales KPIs.

Another metric that we find to be of utmost importance is the one that calculates the sales by department. More specifically, this aims at measuring the amount of revenue generated by a given department over a specific amount of time. This enables your team of analysts to draw connections between different departments, pinpoint which one is more profitable and establishing what triggers that. In terms of the reporting frequency, most specialists advise calculating the sales by department every month.

What are the Main Functions of the Sales by Department Metric?

Irrespective of the realm in which a business operates, in order to be profitable, one must generate money. And the sales revenue actually represents the amount of money obtained through the sales of products or services. When the sales revenue diminishes, this means that the company hasn’t reached its potential, not to mention that this is likely to affect all aspects of the company.

Similarly, when the sales revenue is on the growth, this means your business generates more money, allowing you to redirect your earnings towards investments, so on and so forth. Without a doubt, it can be quite challenging to utterly comprehend the sales phenomena that are specific to each industry. At the same time, when you have different departments operating, it’s worth to pinpoint the major differences between them – especially in terms of profitability.

This is what makes the sales by department metric so important, as it can be really helpful in this direction. A single percent sales growth figure comes with many limitations, particularly if several relevant factors are overlooked. Some fundamental considerations include the industry in which you operate, as well as the sales growth of competitors, trends of decreasing and increasing rates, and the list may go on.

As an example, you might be utterly proud if a department’s sales revenue is of 5 percent. Nevertheless, if you were to compare it against different departments that operate in other venues, or if you were to factor in the sales by department percentages of your competitors, you might realize that you should update your strategies.

Valuable Insight into Your Company’s Profitability

As you might expect, each department is likely to have a different percentage of revenue. Usually, the revenue is influenced by the trends that are specific to a given timeframe, or the location of the department, the efficacy level of the staff, the flow of people, so on and so forth.

If your analysis were to pinpoint that some departments fail to generate income as they would in the past, this might be an indicator that that specific department could be a drain to the company – in terms of profitability. The logic is quite straightforward, as you can see. This is why it matters to look at the situation from different angles – as opposed to taking it as a whole, make sure you don’t overlook the performance of each specific department. This could point that change is imminent for accomplishing your targets.

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