Raporo ya buri kwezi Itandukanya Gutera Imbere Ubucuruzi Buto Kurwana Nabo

Kuki Raporo Yukwezi Nibikorwa byawe bya Crystal Ball

Tekereza kugerageza gutwara kuva Los Angeles ugana New York udafite ikarita, GPS, cyangwa igipimo cya lisansi. Urashobora gukeka icyerekezo cyawe, ariko birashoboka ko wabura gaze, ugahindura nabi, kandi ugatakaza umwanya w'agaciro. Nibyo rwose gukora ubucuruzi buciriritse nta raporo zisanzwe zumva. Raporo ya buri kwezi ntabwo ari imibare gusa kurupapuro - ni sisitemu yo kugendagenda, sisitemu yo kuburira hakiri kare, hamwe nigikoresho cyawe cyo gutegura ingamba zose hamwe.

Dukurikije ubushakashatsi buherutse gukorwa, imishinga mito ihora isuzuma raporo zingenzi ikura 30% byihuse kuruta iyo itabikora. Nyamara hafi 40% ya ba nyir'ubucuruzi buciriritse bemeza ko badafite gahunda yo gusuzuma buri kwezi. Itandukaniro riri hagati yo gutera imbere no kubaho akenshi riza kumuco umwe woroshye: kwicarana numero yawe buri minsi 30.

Hamwe na Mewayz ihuriweho na raporo yo gutanga raporo, ibyakoreshwaga mu gufata amasaha yurupapuro rwakazi rwakazi noneho bibaho byikora. Abakoresha bacu 138.000+ kwisi yose bavumbuye ko raporo zukuri, zisubirwamo buri gihe, zihindura ibitekerezo muburyo bwo gufata ibyemezo. Reka dusuzume raporo 10 zizaguha ibisobanuro byuzuye kubuzima bwawe nicyerekezo.

1. Inyungu nigihombo: Ibimenyetso byingenzi byubucuruzi bwawe

Inyungu nigihombo (P&L) twavuga ko ari raporo yingenzi kubucuruzi buciriritse. Irakubwira niba koko urimo gushaka amafaranga - ikibazo cyibanze kigena kubaho kwawe. Iyi raporo ivuga muri make amafaranga winjiza, ikiguzi, nicyo wakoresheje mugihe runaka, iguha ishusho isobanutse yinyungu zawe.

Benshi mubafite ubucuruzi bakora amakosa yo kureba gusa amafaranga asigaye muri banki, ariko amafaranga muri banki ntabwo angana inyungu. Urashobora kuba ufite amafaranga kuri konte uhereye kugurisha ukwezi gushize mugihe ukora igihombo. P&L yawe ikuraho uru rujijo werekana ibaruramari rishingiye ku kubara-kwandika amafaranga yinjiza iyo winjije n'amafaranga yakoreshejwe.

Ibipimo by'ingenzi byo gukurikirana buri kwezi

> Niba inyungu yawe yinyungu iri munsi ya 10%, ugomba kongera ibiciro, kugabanya ibiciro, cyangwa byombi.

2. Amafaranga yatanzwe: Kurikiza inzira y'amafaranga

Inyungu nigitekerezo, ariko amafaranga nukuri. Ibigo byinshi byunguka birananirana kuko bibuze amafaranga. Amafaranga yerekana amafaranga akurikirana urujya n'uruza mu bucuruzi bwawe mu byiciro bitatu: ibikorwa byo gukora (ubucuruzi bwa buri munsi), ibikorwa byo gushora imari (ibikoresho, umutungo), n'ibikorwa byo gutera inkunga (inguzanyo, ishoramari).

Iyi raporo isubiza ibibazo byingenzi: Urimo kwinjiza amafaranga ahagije mubikorwa kugirango ukomeze ubucuruzi? Wishingikirije ku nguzanyo kugirango ukoreshe amafaranga asanzwe? Konti zawe zishobora kwishyurwa igihe cyo gukusanya kirambuye cyane? Amafaranga atemba ava mubikorwa ni ibendera ry'umutuku risaba kwitabwaho byihuse.

3. Konti zishobora kwakirwa Raporo yubusaza: Ikarita yawe yo gukusanya

Niba utanze inguzanyo kubakiriya, konti zishobora kwishyurwa raporo yubusaza ntishobora kuganirwaho. Iyi raporo ishyira mu byiciro inyemezabuguzi zidasanzwe igihe zishyuwe - mubisanzwe iminsi 0-30, iminsi 31-60, iminsi 61-90, niminsi 90+. Inyemezabuguzi ishaje, ntibishoboka ko uyikusanya.

Amakuru yinganda yerekana ko inyemezabuguzi zimaze iminsi 90 zifite amahirwe 70% yo gukusanya, mugihe ayo mezi arenga 6 yagabanutse kugera kuri 50%. Mugusubiramo uku kwezi, urashobora gushyira mubikorwa gahunda yo gukusanya. Module ya CRM ya Mewayz ihita imenyekanisha inyemezabuguzi zishaje ndetse irashobora no kohereza imeri yibutsa byikora, ihindura icyahoze ari intoki zibabaza muri sisitemu idafite gahunda.

4. Igurishwa ryibicuruzwa / Raporo ya Serivisi: Mubyukuri Igurishwa

Ntabwo ibyinjira byose byaremewe kimwe. Igurishwa ryibicuruzwa cyangwa raporo ya serivisi irakwereka neza aho amafaranga yawe aturuka. Urashobora kuvumbura ko 80% byinjiza biva muri 20% gusa byamaturo yawe - uburyo busanzwe buzwi nka Pareto Ihame.

Ubu bushishozi buragufasha gukuba kabiri kubikorwa bikora cyangwa kunoza cyangwa gukuraho ibitagenda. Reba ibirenze kwinjiza gusa inyungu kubicuruzwa. Ikintu gishobora kubyara ibicuruzwa byinshi ariko inyungu nkeya bitewe nigiciro cyumusaruro cyangwa kugabanuka. Isesengura rya Mewayz module ihita ibara inyungu kubicuruzwa, iguha ubwenge bukora.

5. Igiciro cyo Kugura Abakiriya (CAC) Raporo: Kwamamaza kwawe ROI

Bisaba amafaranga angahe kugirango ubone umukiriya mushya? Benshi mubafite ubucuruzi basuzugura cyane iyi mibare. Igiciro cyo kugura abakiriya kibarwa mugabanye ibicuruzwa byawe byose byo kwamamaza no kugurisha numubare wabakiriya bashya babonye mugihe runaka. Niba ukoresha $ 5,000 mukwamamaza no kugura abakiriya 50, CAC yawe ni $ 100.

Ubumaji bubaho iyo ugereranije CAC nagaciro kabakiriya ubuzima bwabo (LTV). Ubucuruzi buzira umuze busanzwe bufite LTV: CAC igereranyo ya 3: 1 cyangwa irenga. Niba ukoresha amadorari 100 kugirango ubone umukiriya winjiza amadorari 150 gusa yinjiza yose, ingamba zawe zo kwamamaza zikeneye gusubiramo vuba. Gukurikirana CAC buri kwezi bigufasha guhuza ibicuruzwa byawe mbere yo kumeneka mbere yo gutemba.

6. Raporo y'ibicuruzwa byakozwe: Amafaranga yafatiwe muri Shelves

Kubucuruzi bushingiye kubicuruzwa, gucunga ibarura birashobora gukora cyangwa guhagarika amafaranga yawe. Umubare wibicuruzwa byapimwe bipima inshuro wagurishije ugasimbuza ibarura ryawe mugihe runaka. Igicuruzwa gito cyerekana ibicuruzwa bidakomeye cyangwa ibarura rirenze, mugihe igipimo kinini cyane gishobora gusobanura urwego rwibarura ridahagije riganisha ku bubiko.

Kubara ibicuruzwa byabitswe mugabanye igiciro cyibicuruzwa byagurishijwe ugereranije. Ibipimo by'inganda biratandukanye, ariko muri rusange, ibicuruzwa byinshi ni byiza. Ibicuruzwa bigenda buhoro bihuza amafaranga ashobora gukoreshwa mubikorwa byo gukura. Ibarura rya Mewayz rihita rikurikirana ibicuruzwa kandi birashobora kukumenyesha mugihe ibintu byegereje.

"Ubucuruzi burokoka ihungabana ry'ubukungu ntabwo byanze bikunze aribwo bwinjiza amafaranga menshi, ariko abafite umubare ugaragara cyane mu mibare yabo. Raporo ya buri kwezi ni uburyo bwo kuburira hakiri kare." - Sarah Chen, Umujyanama Ushinzwe Imari Ntoya

7. Ingengo yimari na Raporo ifatika: GPS yimari yawe

Bije idakurikirana ni urutonde rwibyifuzo gusa. Ingengo yimari na raporo nyayo igereranya amafaranga uteganijwe ninjiza hamwe nibyakoreshejwe mubyabaye. Itandukaniro rirenga 10% mubyerekezo byemeza iperereza. Guhora urenze intego zagurishijwe birashobora kwerekana ko ukabije, mugihe uhora ukoresha ingengo yimari yerekana ko ukeneye kugenzura neza ibiciro.

Iyi raporo ihindura ingengo yimari kuva mumyitozo ngarukamwaka mubiganiro bihoraho hamwe nubucuruzi bwawe. Iragufasha gukosora-gukosora mbere yo gutandukana kuba ibibazo bikomeye. Mewayz ihita itanga iyi raporo muguhuza amakuru yingengo yimari nigikorwa nyacyo, cyuzuye hamwe nisesengura ryibintu bitandukanye.

8. Raporo yo kugurisha Raporo: Igenzura ryubuzima bwawe bwumuyoboro

Amafaranga azaza atuye muri enterineti yawe yo kugurisha. Iyi raporo irerekana uburyo abakiriya bashobora kunyura mubikorwa byawe byo kugurisha - kuva kubanza guhura kugeza kumasezerano afunze. Ibipimo by'ingenzi birimo igipimo cyo guhindura kuri buri cyiciro, impuzandengo y'igihe muri funnel, n'agaciro k'amahirwe kuri buri cyiciro.

Umuyoboro mwiza ufite imiterere ihamye ukwezi-ukwezi. Niba ubonye biganisha ku guhagarara kumurongo runaka, wagaragaje inzira igoye. Niba hejuru ya feri yawe igabanuka, ukeneye ibisekuru byinshi. Gusubiramo uku kwezi byemeza ko utari hafi gukubita amafaranga yinjira kuko umuyoboro wawe wumye.

9. Raporo yumusaruro wumukozi: Ibisubizo byikipe yawe

Ikipe yawe nigiciro kinini kandi birashoboka ko umutungo wawe ukomeye. Raporo yumusaruro wumukozi ipima umusaruro ugereranije nibiciro. Ibipimo biratandukana ninganda - amafaranga yinjira kumukozi kumatsinda yo kugurisha, ibice byakozwe mubikorwa, imanza zafunzwe kubucuruzi bwa serivisi.

Ibi ntabwo bijyanye na micromanagement ahubwo ni ukumenya ibikenewe mumahugurwa, kunoza inzira, no kugabura umutungo. Umukozi umwe udakora neza arashobora gukurura umusaruro muri rusange, mugihe abakora neza bashobora kuba bafite ingamba zikwiye kugabana. Module ya HR ya Mewayz ihuza igihe cyo gukurikirana hamwe n'ibisohoka kugirango bisesengure neza.

10. Guhaza abakiriya no Kugumana Ibipimo: Ibizaza byinjira byinjira

Kubona abakiriya bashya ni ngombwa, ariko kugumana abahari nibyiza cyane. Ubushakashatsi bwa Bain & Company bwerekana ko kongera igipimo cyo kugumana abakiriya 5% byongera inyungu kuri 25% kugeza 95%. Kurikirana ibipimo nka Net Promoteri amanota (NPS), kunyurwa kwabakiriya (CSAT), igipimo cya churn, no gusubiramo igiciro.

Ibi bipimo byerekana akenshi byerekana imikorere yimari yigihe kizaza mbere yuko igaragara muri P&L yawe. Kugabanuka kunyurwa kwabakiriya muri uku kwezi birashoboka gusobanura kugumana no kwinjiza amezi atandatu uhereye none. CRM ya Mewayz ikubiyemo ibikoresho byo gutanga ibitekerezo kubakiriya bihita bibara ibipimo bivuye mubushakashatsi no gushyigikira imikoranire.

Nigute washyira mubikorwa gahunda yawe yo gusuzuma buri kwezi muminota 30

Abafite ubucuruzi benshi birinda raporo ya buri kwezi kuko batekereza amasaha yakazi katoroshye. Hamwe na sisitemu iboneye, isuzuma ryawe rya buri kwezi ntirishobora kurenza iminota 30. Dore uko:

1. Hindura Ikusanyamakuru (iminota 5) : Huza konti zawe, sisitemu ya POS, nibindi bikoresho kuri Mewayz. Ihuriro rihita ritumiza no gutondekanya ibikorwa.
2. Gahunda ya Raporo Igisekuru (iminota 2) : Shiraho Mewayz guhita utanga raporo zawe 10 zingenzi kumunsi wakazi wanyuma wa buri kwezi.
3. Gusikana Ibendera ritukura (iminota 8) : Ongera uhite usubiramo buri raporo kubintu bitandukanye, inzira, cyangwa imibare hanze iteganijwe.
4. Gucengera cyane kubisubizo byingenzi (iminota 10) : Wibande kubipimo 2-3 bikeneye kwitabwaho. Koresha ubushobozi bwa Mewayz bwo kumanura kugirango wumve "impamvu" inyuma yimibare.
5. Ibintu byerekana inyandiko (iminota 5) : Ukurikije ibyo wabonye, andika ibikorwa 1-3 byihariye ugomba gukora mukwezi gutaha.

Iyi nzira yoroheje ihindura raporo ya buri kwezi kuva kumurimo ikagira inyungu zifatika. Ba nyir'ubucuruzi mu gace kacu bashyira mubikorwa iyi gahunda bahora batanga raporo nziza yo gufata ibyemezo no kugabanya imihangayiko.

Ibyiza byo gutanga raporo mugihe kitazwi

Ubukungu budashidikanywaho butuma raporo zisanzwe zifite agaciro kuruta mbere hose. Iyo imiterere yisoko ihindutse vuba, ubucuruzi bufite sisitemu zikomeye zo gutanga raporo zirashobora kwihuta mugihe abandi bagikusanya amakuru. Raporo 10 twaganiriye zitanga ishusho yuzuye igufasha kumenya ibibazo no gukoresha amahirwe.

Mugihe ushyira mubikorwa gahunda yawe yo gusuzuma buri kwezi, ibuka ko raporo ari inzira yo kurangiza - ibyemezo byiza. Imibare ubwayo ntacyo itwaye kuruta ibiganiro batangiza nibikorwa batera. Waba ukoresha urwego rwubusa rwa Mewayz cyangwa module yacu yisesengura yambere, ikintu cyingenzi ni ugutangira akamenyero ko gusubiramo buri gihe.

Kuba indashyikirwa mu bucuruzi ntabwo ari ukugira ibisubizo byose - ni ukubaza ibibazo bikwiye buri kwezi. Raporo zawe niho ibyo bibazo bituye, kandi inyungu zawe ziyongera zizaba igisubizo.

Ibibazo bikunze kubazwa

Bifata igihe kingana iki kugirango dusuzume raporo za buri kwezi?

Hamwe na sisitemu zikoresha nka Mewayz, isuzuma ryuzuye rya buri kwezi rigomba gufata iminota 30 cyangwa munsi yayo. Urufunguzo ni automatike no kwibanda kubidasanzwe aho gusuzuma buri data point.

Niyihe raporo yingenzi kubucuruzi bushya?

Amagambo yerekana amafaranga ni ingenzi kubucuruzi bushya, kuko kubura amafaranga nimpamvu yambere itangira ryananiwe. Kugenzura amafaranga yinjira bifasha kwemeza ko utabura amafaranga nubwo werekana inyungu zimpapuro.

Nshobora gukora izi raporo niba ntakoresheje software ibaruramari?

Mugihe bishoboka intoki, biratwara igihe kinini. Urwego rwubusa rwa Mewayz ruhita rutanga izi raporo, kuzigama amasaha yakazi no kugabanya amakosa yo kwinjiza intoki.

Nakagombye kugeza he kubika raporo ya buri kwezi yo kugereranya?

Komeza byibuze imyaka ibiri ya raporo ya buri kwezi kugirango umenye ibihe byigihe nigihe kirekire. Mewayz ibika amakuru yawe yamateka ibihe bitarondoreka kugereranya umwaka-mwaka.

Nakora iki niba mvumbuye inzira mbi muri raporo zanjye?

Ubwa mbere, ntugahagarike umutima. Inzira mbi ni amahirwe yo gukosora amasomo. Menya intandaro, shiraho gahunda y'ibikorwa, kandi ukurikirane raporo y'ukwezi gutaha kugirango urebe niba ibikorwa byawe bikora.

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