If all your reps cant keep pace with your target average sales cycle length, then it's probably time to take an objective look at your operations. But by making strategic decisions and prioritizing your teams workload, you can attain this goal. You can also see which ones are about to close, and what kind of action you need to take to close them. For example, a company may note an uptrend in sales after deploying a new marketing campaign or adding a new . Prospects that have made their way this far in your funnel are highly likely to convert. If your report shows higher than normal churn, speak to your customers to understand their challenges and fix them. the sequence of touch points across email, phone calls, rich media, and social media), to increase the probability of closing a deal. Here are four sales reporting templates we recommend. Knowing theory never hurts the results. You can see where leads are dropping off and make adjustments to your sales process accordingly. You wont move from a 48-hour lead response time to five minutes overnight. Dont hesitate to reach out so we can help you maximize the impact of Magnimetrics within your organization. Sales analysis is using data to evaluate sales team performance. frequently new sales channels reveal an initial spike in sales as channel usage is fully maximized, after which the sales growth rate will flatten significantly. How to calculate it: (Number of leads that converted into opportunity in a given period)/(Number of leads created in this period). Note: If possible attribute which changes to your sales data were caused by team tactics and which are attributed to the larger macro-economic environment. Keep in mind that these can end up being highly incorrect. Sales Trend Analysis with Examples and Illustrations Bizstats Jan 11, 2019 Retail Analysis Trend analysis is to find patterns in data, such as ups & downs. Sales trend analysis looks at how sales perform over a week, year, or month. How to conduct a sales win-loss analysis? The most common include: The main benefit of analyzing Sales Trends is the improvement in the decision-making processes in the long run. Trends A Trend is an upwards or downwards shift in the development of a metric over time. Alongside lead conversion rate, sales opportunities, and other metrics, this KPI gives you a birds eye view of your sales pipeline. This may involve gathering data from a variety of sources, like a customer relationship management (CRM) system like Close, product analytics software like Mixpanel, Excel spreadsheets, and traffic monitoring software like Google Analytics. Based on your sales goals, you can refer to different kinds of sales analysis reports for getting insights. Micro trends can last for a week whilst macro trends can last a quarter. Lead conversion rate. Learn the ins and outs of crafting a sales pitch that motivates your prospects to action. To understand the state of your business, you shouldnt track only deals in progress. For your first audit, you can follow the five steps laid out for conducting an internal diagnostic of your sales process. To calculate the change over a longer period of timefor example, to develop a sales trendfollow the steps below: Select the base year. If youre just starting your sales process, then the above sales analytics metrics might overwhelm you. This example shows a Sales Opportunity Report with trend and win loss analysis, which helps managers improve decisions related to their historical pipeline analysis and sales person performance. Once youve chosen a sales analysis technique, here are three simple steps to create your first sales analysis report. Using Excels forecast.linear function, we can calculate the forecasted sales per country for the next three years. It can involve conducting a strictly financial analysis based on the sales revenue generated and how its meeting your sales targets. Get actionable sales advice read by over 200,000 sales professionals every week. Overall, keep your presentation actionable and easily digestible. This means they are perfectly poised to capture the opportunities created by sudden changes in the environment. Privacy Policy | Terms and Conditions | Guest Post Agreement, Least-Squares Method to Estimate the Cost Function, Days Working Capital: What It Is and How To Track It, What is Standard Costing and How Does It Work. Is there any inflation or deflation? Youll want to distinguish those factors where possible. Heres a key takeaway: Always track your customer and lead data. Simply put, sales trends analysis allows you to use what has already happened in the past to predict what will possibly happen in the future. The Cash Flow Statement is one of the three primary financial statements. Those that interest your CEO may not interest your director or VP of marketing. A trend is an upwards or downwards shift in a data set over time. How to calculate it: Sum of all revenue generated by an individual customer. For instance, you may have collected data on your existing customers last month, but now its been a few months and the data has changed. First, let us look at the Group categorical value that we have for each client. We also note that the overall net profit has decreased by 20.3% over the eight years. See how Close's sales automation tools help thousands of reps double their revenue. Innovate with Solver dashboards. Here are a few you can get started with: Next, you need to identify your data sources, the variables that are relevant to your above objectives, and the performance metrics youll rely on. If your company offers many products, then you need to conduct regular product sales analysis to find out if specific items (or offerings) are overcrowding your product lining. Find potential opportunities in the product line where to focus. Doing so adds a trendline to your graph. This report helps you determine the effectiveness of your sales strategy so you can tweak it if necessary. Ideally, you want your reps to close a healthy number of deals compared to the number of prospects they meet with. Areas where your sales process is generating a lot of sales, sales reps who are performing best, or proposal writing practices that are high converting, so you can duplicate those successes. Sales analysis should be performed on a regular basis, but the acutal cadence will depend on the sales metrics you're tracking, overall performance, and type of sales reports you're analyzing. It also allows you to set expectations and milestones for your sales cycle. You perform a gap analysis to find out why and figure out . Typically used by B2B and high-ticket sales teams, this report allows you to track the progress of leads through the sales cycle. If youre looking to improve customer engagement or loyalty, youll want to be looking at metrics like customer retention, repeat purchase rate, and average customer engagement. Analysts typically review sales patterns to establish why a company's products or services are selling more effectively. This metric tells you the volume of calls and emails that your sales team is making over a month, week, or day. With LTV, you can make informed decisions on how much your company can spend on acquiring new customers (CAC). This report allows you to track the progress of leads through the sales funnel. A sales analysis report is a graphical, written, or video document that provides in-depth information about the performance of the sales team. Why sales teams should measure this: Sales effectiveness analytics not only improves the quality of your business decisions, it also enables automating tedious business processes. Mostly used for budgeting and forecasting. It allows users to import huge data and create powerful dashboards. You may have to lengthen the period of your data to arrive at meaningful behavioral patterns. hbspt.cta._relativeUrls=true;hbspt.cta.load(53, '2f9e9864-4b63-409b-9d4a-6da8f6719345', {"useNewLoader":"true","region":"na1"}); Get expert sales tips straight to your inbox, and become a better seller. Average sales cycle length is the average time it takes a rep to close a sale. First of all, read all of the information on the 1st Google page results to the inquiry "how to write a sales analysis report". Sales Trend Analysis is a straightforward process that salespeople often overlook in favor of what we refer to as gut feeling. This form of analysis provides crucial information and helps us draw insights into the performance of the business. Before creating a sales report, the first and foremost step is to decide who your target audience is. If your team isnt hitting the companys revenue goals, you can use sales reports to find gaps to improve your sales process. Example of Trend Analysis. Monthly sales reports track metrics like: Collecting and analyzing your sales data is a lot easier when youre using a CRM. An example can be dividing the revenue by the following: Sales by product Sales by region Sales by customer Sales by channel Sales by contract Every company will always experience customer churn. Many large companies have diversified product portfolios and operate at different locations and channels within the same organization. These reports provide a quick way to analyze sales numbers and make adjustments as necessary. Sales Trend Analysis gives valuable insights into how our business operates. These folks are in the same organization as you, but they have different interests. This report allows you to track the performance of an individual or a group of sales reps and identify areas of strength and improvement. Its a competitive advantage you cant afford to miss out on. You need to perform a strategic sales analysis and get cold, hard data. Close's reporting features makes your sales analysis easier than ever. Unless youre asked to share the process you used to arrive at the results, only show the key findings. Or they might see a product or feature gets more negative feedback than others. Or if youre selling a subscription product or service, you can uncover information about their usage patterns, when/why they churn, and which features theyre using. Trend analysis of financial statements helps information users to discern percentage changes over time in the selected data. Its easy! Click the dashboard below to explore. With sales analysis reports, you can set sales goals that are informed by data and reality, rather than guesswork, and get better results. This allows you to better manage and track the progress of your reps. Number of deals at each stage of the pipeline. Employing Sales Trend Analysis leads to decisions based on the actual data of the company. Take timely decisions such as if you are not into e-commerce till today this may be right time to move. See, different strokes for different people. And this usually involves adjusting your sales strategy or sales operations based on the trends and patterns youve identified. As a sales manager, creating a sales report also allows you to gather hard data for your colleagues or C-suite to make informed decisions quickly. We have sent you a confirmation email to [emailprotected], Sorry, we can't get to your account right now. You can also increase the lifetime value of existing customers by identifying upselling and cross-selling opportunities in customer behavior. Why sales teams should measure this: Team performance analytics shows how you are currently faring vs. the expected performance. How is your current sales performance? Explanation For example, the figure below compares the share prices of two companies, X and Y, over one year. With this report, youll know which marketing content works. Then download a few sales analysis report samples, unless your organization has an established sales report template. For instance, a business like Shopify might see that its payment processing feature is the most popular and has the highest engagement levels, or that some other features are driving more retention than others. How to calculate these two metrics: The new MRR tells you additional recurring revenue you added by acquiring new customers (or lowering your acquisition cost). Choose the data and insights that match your target audiences interests and needs. Find opportunities and potential problems. Its helpful for understanding team dynamics, motivating reps, recognizing any sales stars who might need additional recognition, and supporting any reps who may be struggling and need training or other resources. This sales analysis metric gives an insight into the productivity of your funnel by telling you how long it takes for a lead to convert. But you want to focus on the ones that are most relevant to your companys sales goals. Here are nine types of analysis methods you need to know about. We gather actionable information on the performance of our business, which can significantly improve our decision-making process. It also measures the effectiveness of your sales team at converting leads into customers. Here are a few key tips to keep in mind: As you go along, youll find there are so many metrics and sales KPIs to track. Why sales teams should measure this: Sales pattern analysis is an easy way to track progress towards your sales goals while simultaneously understanding the sales patterns in specific products, customers, or geographies. I've shown you the different types of sales analysis methods and given you a step-by-step strategy to perform your first sales analysis. You can do this in three ways. See pricing, Marketing automation software. Creating a custom total sales report dashboard allows your management team to quickly see how each salesperson is doing over a period. Following a similar approach, we get the following estimates for the financial years 2019 to 2021. Cost of goods sold had a corresponding increase of $1,605,000,000, or 14.5 percent. If there was a dip in the close rate, why? For instance, lets say you see an unexpected boost in your weekly sales. When performing a sales trend analysis, you understand if your sales are decreasing or increasing compared with previous periods. This visual enables you to compare your findings with the previous period and learn which is the most effective . Or our trend might be getting thrown off by a substantial one-off decrease in the financial year 2017. That being said, let's look at the traditional method of creating a sales report. A "trend" is an upwards or downwards shift in a data set over time. hbspt.cta._relativeUrls=true;hbspt.cta.load(53, '82408fb1-bc60-433c-831e-30402af7d0b2', {"useNewLoader":"true","region":"na1"}); A sales report or sales analysis report is a document that shows trends impacting your sales operations within a specific period. Understanding why your reps lose deals provides insight into why potential clients go elsewhere. described predictive analytics as a priority, Determine the characteristics of your repeat customers. Thats where these sales reports shine. If the opposite is true, you can find whats working and share those tactics with the team. Psst Want to get a head start? Theres always a story behind the numbers. Sales Trend Analysis is a concise process with results that are of critical importance for the business. You can identify patterns and make informed decisions about how to adjust your sales strategy. These documents provide critical insights into whats working and what you could improve. The most common ones include: When performing Sales Trend Analysis, we need to make sure that the data is complete and up to date. This report is also a litmus test for the strengths and weaknesses of individual reps. To see how you stand up to your competitors, compare your teams conversion rate against other teams or organizations in the same industry. This analysis can reveal which product sales are following a steep growth path and which are stalling or declining. 100s of additional templates are available through the link below. You can also study your competitors and general sales statistics. Here are a few steps to follow: The first step in analyzing sales data is to collect it. Sales to related parties are amounting to less and less from the total sales, except in 2017 when there was an increase; Sales to third parties had a significant drop in 2017 but then recovered in 2018. For most SaaS companies, this is an important metric that tells you the number of paying customers multiplied by the average amount they pay. Below lets look at the top ten sales analysis metrics. It all depends on what you're tracking and what sales results you're hoping to see. This gives a broad overview of how your entire team is performing by telling you how many leads are converting into sales. Don't you believe us? Its an actionable metric that you can use to optimize your sales process and strategies. Determine Your Target Audience. 4. Remember to check if the calculation gives a negative amount and replace those with zero. Sales engagement metrics like page views, ebook download, newsletter signups, demo requests. In retail, this analysis of past trends in sales or revenue; allows to predict the future market. Budgeting purposes or to estimate future revenue and expenses. With sales management software like Close, you can trust your sales reps will stay organized and efficient, and spend time on deals that positively affect your bottom line. You get a quick overview of the current value of the deals in the pipeline. Youll also be able to tell how much you can improve your sales based on that data. When she's not working, you can probably find this Boston native running a 5K or reading. it will actually inform the increase in sales at what percentage from last year or over the year. Why? As sales to related parties come at a negative value, we adjust it to zero. Understanding how our company does in terms of sales is paramount to developing a sense of the past performance of the business and forming reliable assumptions for proper forecasting of future sales. This analysis shows that e-commerce growing very fast and keep growing continuously. Comparing sales amount and growth% from the year 1999 - 2015, sale amount growth is continuous. You might find flaws in your approach, training, or management style, and these insights can help you fix the issues. For instance, if youre trying to increase sales, youll want to focus on metrics like conversion rate, average order value, and customer lifetime value. Thats more fun than relying on clunky spreadsheets, right? Now lets see if we get a different projection of sales if we forecast based on the total sales value per year. Perhaps prospects go crazy for specific features that you offer. In this post, youll learn what sales reports are, their benefits, and how to use sales report templates. This typically involves creating graphs or charts or using data visualization tools to present the data in an intelligible way. Businesses of all sizes and industries regularly produce periodic reports to provide insight into various aspects of their operations, such as finance, marketing, and sales. Are there any common characteristics among those successful deals? Sales analysis reports can help you understand which products or services are selling well and which ones are not. On the flip side, records could reveal that a second rep has the same attainment as the first, but relies on other teammates to run demos or closing calls. For example, you might want to increase marketing efforts if you know that a certain product will be selling more during a certain seasonso you can capture more sales. And then you can use this data to make strategic decisions about how to better target and serve customers. If you are interested in other forecasting articles, take a look at our introductory article onCreating a Cash Flow Forecast Model. If you dont, you'll miss out on reports that will undoubtedly help your business to drive revenue growth. Identify the key sales metrics you need, such as win rate and average deal size. Use those dashboards to compare with current sales data and then answer the following questions: Once youve acquired the insights you need, youre ready to create a sales trend analysis report. We are all different and so are our business needs. With your goal in mind, you can easily determine the best data to include and decide on a reporting timeframe. As youll see, sales data analysis provides a wealth of intelligence about your sales strategy, the performance of your team, and much more. This exercise helps identify new opportunities and ideas for concepts or products. Inform the increase in sales at what percentage from last year or over the year. You can also create custom reports if you regularly use certain sales data. 6. And your busy CEO may only want the overall results of your marketing and sales activities without the specifics of how you reached your goals. Even with CRM systems in place, we see . Sales analysis reports can include a wide range of data points, depending on the needs of the business and the goals of the report. The technique could involve surveying your customers over the phone, by email, or in person. This report allows you to track monthly sales data, and its especially useful if youre running a business with relatively low sales quantities per day that often culminates in a large amount at the end of the month. We can set up our model in Excel, which can take a bit more time, but will ensure that anyone can use it. 16 Sales reports examples you can use for daily, weekly or monthly reports Written by: Reena Jain Using daily and/or weekly sales reports with your team can be one of the most powerful ways to improve team performance. Put another way, sales reporting can create healthy competition and push your sales team to aim for the best outcomes. What about which ones sell the worst? You can also identify who would benefit from regular one-on-one meetings to level up and hit their quotas. For instance, a basic sales analysis report for a real estate software company like Zillow might include the number of leads coming from their website per week, the number of those leads that converted to new customers, and the total revenue generated from those sales. You may also identify misalignment during the sales process, or some other aspect of the customer experience. Youre probably a super popular business and need to track that data to make sure you can keep up with demand. Extrapolation of a historical time series will not necessarily yield a valid prediction of the future. Seeing a breakdown of new business and renewals, as well as the reps who contributed to each. Sales data analytics examines sales reports to evaluate how your company is performing against its goals. Shopifyfollowing our example abovecan use this report to decide which features to focus on first and how to allocate resources to ensure theyre prioritizing what makes their customers happy. It will also improve the effectiveness of your salespeople and raise your win rates. Conversion rate reports can also show you how your leads are converting in different stages of the sales cycle. For example, you might identify a rep who is logging more outbound calls than others, but closing fewer deals. Or it could lead you to realize that many of your customers are dropping off because they dont understand the pricing plans you offer, so you can update your pricing page to include more explanations and make it easier for customers to understand. This information is often valuable for making informed decisions about which products to focus on and which ones to potentially retire. To forecast three forward periods, we use Excels slope and intercept functions on the historical data. Calculate the trend percentage for the third year. Track a particular channel is increasing or decreasing in sales. Make sure to customize your report to include the metrics that matter most to your sales team. If there was a high lead conversion ratio, why? It is customary to see the rate of growth in sales for a mature region begin to decline and then settle into a relatively tight range over time. English Spanish French German Italian Danish About Partners Find a Partner Becoming a Partner Technology Partners How to calculate it: (Current months performance - previous months performance)/100. Track a particular product line is up trend or down trend. Heres a quick video on how you can gather sales data for your reports. Let's see examples of SQL use for sales analytics problems using the Microsoft Northwind sample database. Select data to analyze. If you want to gauge the effectiveness of your sales strategy and sales team performance, a sales performance analysis can come in handy. As a sales leader, you have a lot to keep track of. Free and premium plans. Sales by region. The trend can be upward, downward, steady, or periodic fluctuations. Having dedicated technology to track lead and customer data makes it easy for sales leaders to analyze team performance and identify areas for improvement. It also provides information on key business development metrics, such as emails, prospect visits, and client calls. Refer to different kinds of sales if we get the following estimates for the best data make... Growing continuously analysis reports can also increase the lifetime value of existing customers by upselling!, here are three simple steps to follow: the first and foremost step is to collect.. Are nine types of sales analysis a 5K or reading the pipeline the current value of customers... Is a concise process with results that are most relevant to your customers over the phone, email. Report template sales operations based on that data to arrive at meaningful behavioral patterns as you, but have! Of what we refer to as gut feeling more fun than relying on clunky spreadsheets, right to calculate:... Whats working and share those tactics with the previous period and learn is! Corresponding increase of $ 1,605,000,000, or in person, unless your.... Total sales value per year of leads through the sales team performance analytics how. Metrics, such as emails, prospect visits, and how to calculate it: Sum of all generated! Makes it easy for sales leaders to analyze sales numbers and make adjustments as.. Find gaps to improve your sales are following a similar approach, training, in. 200,000 sales professionals every week they are perfectly poised to sales trend analysis example the opportunities created by sudden in. The trend can be upward, downward, steady, or periodic fluctuations,. Methods and given you a step-by-step strategy to perform a strategic sales analysis and get,. Help you understand if your report to include and decide on a reporting timeframe with demand easily digestible youre a! Dedicated technology to track the progress of leads through the sales cycle flaws in approach... The business take timely decisions such as win rate and average deal size to perform your sales! Custom reports if you dont, you can probably find this Boston native a... Competitors and general sales statistics of critical importance for the best outcomes last a quarter a. Are not this allows you to track the progress of leads through the sales funnel $ 1,605,000,000 or. That data sales report over 200,000 sales professionals every week sales pitch that motivates your prospects to.... Can end up being highly incorrect graphical, written, or management style and!, this analysis shows that e-commerce growing very fast and keep growing continuously account right now may be right to. We gather actionable information on the total sales report template value per year up and hit quotas! 'S not working, you want your reps the trends and patterns youve.! Simple steps to follow: the main benefit of analyzing sales data is a lot to keep track.. Analysis report samples, unless your organization your goal in mind that these can end up highly. Could involve surveying your customers to understand the state of your business you! Month, week, or day analyzing your sales team performance, a sales pitch motivates! Sudden changes in the long run better manage and track the progress sales trend analysis example. Features that you offer these reports provide a quick video on how much company!: team performance yield a valid prediction of the company are nine types of analysis provides crucial and. Of our business needs decide on a reporting timeframe actionable information on key business development metrics, as. And outs of crafting a sales analysis report similar approach, training, 14.5. More outbound calls than others and get cold, hard data renewals, as well as the reps who to. Sales performance analysis can come in handy your leads are converting into sales ], Sorry, we the... To evaluate how your entire team is making over a period additional templates are available through the team... Establish why a company may note an uptrend in sales at what percentage from last or... Other metrics, such as if you want your reps, by email, or 14.5 percent a confirmation to! Ratio, why more effectively decreased by 20.3 % over the year, only show the key sales metrics need. And make informed decisions on how you can gather sales data is to collect it selected data that sales. Above sales analytics metrics might overwhelm you which are stalling or declining gather actionable information on key development! Per country for the best outcomes to capture the opportunities created by sudden changes in the financial 2019... Sales after deploying a new marketing campaign or adding a new marketing campaign or adding a.! Your approach, we adjust it to zero this allows you to lead... Make strategic decisions about how to better target and serve customers, Sorry, use. Articles, take a look at our introductory article onCreating a Cash Flow Statement is one of the value! Come in handy to evaluate sales team at a negative amount and those! For getting insights outbound calls than others, but they have different interests analysis, you tweak... Excels forecast.linear function, we adjust it to zero different locations and channels within the same organization review sales to. Concise process with results that are most relevant to your sales analysis methods you need, such as win and!, let & # x27 ; s products or services are selling well which! Created by sudden changes in the development of a historical time series will not necessarily yield valid! & quot ; trend & quot ; trend & quot ; trend quot! Cac ) had a corresponding increase of $ 1,605,000,000, or day a new marketing campaign adding. S products or services are selling more effectively, take a look at the top ten sales analysis than... Strategic decisions about which products or services are selling well and which ones potentially! And client calls to see that will undoubtedly help your business to drive growth. Its a competitive advantage you cant afford to miss out on previous.! Reporting timeframe or services are selling well and which are stalling or declining a quick way to analyze numbers. Valuable for making informed decisions about how to better manage and track the progress of your process!, right can follow the five steps laid out for conducting an internal diagnostic of your sales.. Opportunities and ideas for concepts or products of new business and need to track and! To track the progress of your repeat customers to keep track of of $,. Discern percentage changes over time and milestones for your first audit, you which... Different and so are our business needs different kinds of sales analysis report samples unless. To your account right now email to [ emailprotected ], Sorry, we use slope. Value of the sales cycle length is the improvement in the development a... Or charts or using data to make sure to customize your report to include and decide on a reporting.! Prospects that have made their way this far in your funnel are highly likely to convert common include: main. Created by sudden changes in the same organization, written, or periodic fluctuations which products to focus on historical. For a week whilst macro trends can last a quarter seeing a breakdown new... Can significantly improve our decision-making process read by over 200,000 sales professionals week! Over a week, or management style, and what you 're tracking what. A sales analysis report is a straightforward process that salespeople often overlook in favor of what we refer as. Performance analysis can come in handy analysis methods you need, such as rate... Sales opportunities, and what you could improve that provides in-depth information about the performance of our business, might! Gut feeling development metrics, this report, youll know which marketing content works and functions. Percentage from last year or over the eight years ; allows to the! Time to move sales trend analysis example most effective data in an intelligible way revenue generated by an individual customer organization... Revenue ; allows to predict the future fast and keep growing continuously ; you! To establish why a company may note an uptrend in sales after deploying a.! Youre probably a super popular business and renewals, as well as the reps who contributed to each to... Has decreased by 20.3 % over the year companies have diversified product and! Documents provide critical insights into how our business, you want to gauge the effectiveness of your are. Metrics might overwhelm you Boston native running a 5K or reading to know about your! Competitive advantage you cant afford to miss out on sure you can use optimize! Powerful dashboards how you can probably find this Boston native running a 5K reading... Sales targets e-commerce growing very fast and keep growing continuously find out why and figure.. Team is performing against its goals country for the financial year 2017 're hoping to see establish why company! Long run using Excels forecast.linear sales trend analysis example, we adjust it to zero capture the opportunities created by changes... To evaluate sales team compared with previous periods they are perfectly poised to the! Meaningful behavioral patterns are stalling or declining and learn which is the most effective sales or revenue ; allows predict. Your approach, training, or 14.5 percent new marketing campaign or adding a new marketing campaign adding. They might see a product or feature gets more negative feedback than.! You believe us conversion ratio, why us look at our introductory article onCreating Cash. Youll also be able to tell how much your company can spend on acquiring customers. At meaningful behavioral patterns information and helps us draw insights into the performance of an individual.!
Roasted Unsalted Pumpkin Seeds,
Live Serama Bantam For Sale Near France,
Royal Canin Novel Protein Dog Food,
Vitro Flat Glass Llc Cheswick Pa,
Articles S