Sales controlling II: Effective tools for analyzing sales

This training is held in German.
High-performance sales controlling is the basis for efficient and effective sales. The seminar focuses on decision-making areas that represent key success factors. You will learn methods that enable successful sales management: Analysis, control concepts, processes and measures. In this way, your sales department will also be equipped for the new and digital challenges.

Contents

Building blocks of sales controlling

  • Action areas of sales controlling: What can and should sales controlling do?
  • The most important key figures for sales management.

Analysis of business reports for sales decisions

  • Why should sales staff work with annual reports?
  • Profitability and profitability analyses with P&L and balance sheet.
  • Use of key financial figures for sales decisions.
  • Financial figures in target agreements.

Price and discount controlling

  • Determine and estimate margins and returns for your sales organization.
  • Systematically evaluate sales deductions.
  • Discounts and bonuses - realistically assessing benefits and losses.
  • Develop effective discount systems.

Efficient communication measures in sales

  • Planning and control of direct advertising in sales.
  • Profitable use of customer events in sales.
  • Management of sales-related social media activities.

Customer journey in sales

  • Recognize customer decision paths - online and offline.
  • Providing the right information in the right place at the right time.
  • Success management in digital sales.

Control of office and field service processes

  • Recognize and define phases and processes in sales.
  • Define performance indicators for the individual phases and processes.
  • Internal benchmarking for targeted performance improvement.

Learning environment

In your online learning environment, you will find useful information, downloads and extra services for this qualification measure after you have registered.

Your benefit

  • You will get to know and assess central decision-making areas of sales controlling.
  • They develop numerous methods - from analysis and evaluation to decision support.
  • You know how to enable successful sales management.
  • You will learn how sales controlling can lead to more efficient and effective sales decisions.
  • You will receive - also through the discussion among the participants - points of reference for the further development of sales controlling processes.
  • You prepare your sales team for digital challenges.

Methods

Trainer input, exercises, many practical examples from various industries, working on practical cases in small groups, exchange of experience, useful tools and work aids.

Recommended for

Sales managers, regional managers, area sales managers, internal sales managers, entrepreneurs, managing directors and sales managers who lead sales teams. controllers and sales controllers. Experienced sales persons with/without a management function, (key) account managers, specialists and (junior) managers from sales and distribution who want to analyze and manage their sales intensively and practically with effective tools. Participants of the seminar "Sales Controlling I" (8675).

Open Badges - Show what you can do digitally too.

Open Badges are recognized, digital certificates of participation. These verifiable credentials are the current standard for integration in career networks such as LinkedIn.

With them, you digitally demonstrate the competences you possess. After successful completion, you will receive an Open Badge from us.

Read more

Further recommendations for "Sales Controlling II: Effective tools for analyzing sales"

Seminar evaluation for "Sales controlling II: Effective tools for analyzing sales"

4.4 from 5
with 67 ratings
training content:
4.4
Content comprehensibility:
4.6
Practical relevance:
3.7
Trainer expertise:
4.7
Participant orientation:
4.5
Method variety:
4.4
View into the product

Here you can get impressions of the training as well as information about the training topic.

Sales controlling is the area of responsibility that supports sales in being the company's central success factor. It is constantly adapting to new challenges, such as those arising from growing social media communication, the expansion of online sales, changing consumer demands or the pressure on the company to be efficient. Sales controllers must therefore keep an eye on revenue sources, but also contribute to their further development and undergo further training accordingly. They create the basis for decisions on customer events, the measurement of customer satisfaction, the selection of communication and sales channels, the targeted use of discounts and bonuses and the evaluation of sales processes. Sales controllers with extensive knowledge of methods take on the role of internal consultants, carry out internal benchmarking and build key performance indicator systems.

On-site training together
Booking number
4379
€ 1.490,- plus VAT
2 days
in 2 locations
2 Events
German
In-person trainings
Joint online training
Booking number
32462
€ 1.490,- plus VAT
2 days
Online
on 19.02.2026
German
Live online events
Train several employees internally
Pricing upon request
  • Customized training courses according to your needs
  • Directly at your premises or online
  • Cost advantage from 5 participants
  • We contact you within 24 hours (Mon-Fri)
2 days
In-person or Online

Transfer Coaching

Book 2 hours of individual coaching with your trainer.More info

€ 390,-excl. VAT

Start dates and details

  Select time period
0 events
21.07.2025
Berlin
Booking number: 4379
€ 1.490,- plus VAT.
€ 1,773.10 incl. VAT.
Venue
Mercure Hotel City West
Mercure Hotel City West
Ohmstrasse 4-6, 13629 Berlin
Room rate: € 129,06 plus VAT.
Arrival via Deutsche Bahn
Train tickets to this event starting at € 51,90.
Days & Times
2 days
Limited number of participants

Monday, 21.07.2025

09:00 am - 5:00 pm

Tuesday, 22.07.2025

09:00 am - 5:00 pm

Fee includes
The participation fee includes
  • one joint lunch per full seminar day,
  • Catering during breaks and
  • extensive working documents.
The participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
Transfer coaching bookable
2 hours of transfer coaching - live and online with your trainer ensures that you can put what you have learnt into practice in your day-to-day work.
If you book at the same time as your training, you save 10 % on the price of the transfer coaching of € 390,- excl.
15.12.2025
Stuttgart
Booking number: 4379
€ 1.490,- plus VAT.
€ 1,773.10 incl. VAT.
Venue
Parkhotel Messe-Airport
Parkhotel Messe-Airport
Filderbahnstrasse 2, 70771 Stuttgart
Room rate: € 140,22 plus VAT.
Arrival via Deutsche Bahn
Train tickets to this event starting at € 51,90.
Days & Times
2 days
Limited number of participants

Monday, 15.12.2025

09:00 am - 5:00 pm

Tuesday, 16.12.2025

09:00 am - 5:00 pm

Fee includes
The participation fee includes
  • one joint lunch per full seminar day,
  • Catering during breaks and
  • extensive working documents.
The participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
Transfer coaching bookable
2 hours of transfer coaching - live and online with your trainer ensures that you can put what you have learnt into practice in your day-to-day work.
If you book at the same time as your training, you save 10 % on the price of the transfer coaching of € 390,- excl.
19.02.2026
Live-Online
Booking number: 32462
€ 1.490,- plus VAT.
€ 1,773.10 incl. VAT.
Course
zoom
zoom
Technical notes
We use various software to conduct our online events.
Days & Times
2 days
Limited number of participants

Thursday, 19.02.2026

09:00 am - 5:00 pm

Friday, 20.02.2026

09:00 am - 5:00 pm

Transfer coaching bookable
2 hours of transfer coaching - live and online with your trainer ensures that you can put what you have learnt into practice in your day-to-day work.
If you book at the same time as your training, you save 10 % on the price of the transfer coaching of € 390,- excl.
Sufficient places are still free.
Don't wait too long to book.
Fully booked.
Training is guaranteed to take place
Booking number: 4379
€ 1.490,- plus VAT.
€ 1,773.10 incl. VAT.
Details
2 days
Limited number of participants
Fee includes
The participation fee includes
  • one joint lunch per full seminar day,
  • Catering during breaks and
  • extensive working documents.
The participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
Transfer coaching bookable
2 hours of transfer coaching - live and online with your trainer ensures that you can put what you have learnt into practice in your day-to-day work.
If you book at the same time as your training, you save 10 % on the price of the transfer coaching of € 390,- excl.
Booking number: 32462
€ 1.490,- plus VAT.
€ 1,773.10 incl. VAT.
Details
2 days
Limited number of participants
Transfer coaching bookable
2 hours of transfer coaching - live and online with your trainer ensures that you can put what you have learnt into practice in your day-to-day work.
If you book at the same time as your training, you save 10 % on the price of the transfer coaching of € 390,- excl.
Book later
You are welcome to make a non-binding advance reservation.
No suitable date?
You are welcome to be notified by e-mail as soon as new dates are released.
Also bookable as in-house training
demand-oriented adaptations possible
on-site or live online for multiple employees
save time and traveling expenses
Please note: We use third-party tools for selected events. Personal data of the participant will be passed on to them for the implementation of the training offer. You can find more information in our privacy policy.

About us – The Haufe Akademie

Your optimizer, innovator and companion since 1978 -
Your professional partner for professional development and seminars, training courses and topical conferences.

Whether on site, live online or in-house - our customised solutions, our claim to the highest level of consulting expertise and training tailored to your needs simplify the acquisition of skills for the working world of the future and sustainably facilitate professional development.

A wide range of seminars, individual coaching and our flexible formats support HR managers and decision-makers in shaping the future and developing employees, in-house teams and companies.

Experience the benefits of online training from the comfort of your own home. Our online formats meet the highest quality standards and are in no way inferior to face-to-face events in terms of practical relevance. Learn together live online in interactive groups or digitally at a time of your choice.

2,500+ further training
600,000+ apprentices per year
Over 95% positive reviews
2,500 trainers and coaches
17,500+ training courses held per year
Call us or send an email

Do you have any questions?

We are there for you Mon - Fri 8 a.m. - 5:00 p.m.

Stephanie Göpfert

Head of Customer Service

*Mandatory fields
FAQs

Questions & Answers

In our Questions & Answers (FAQ) section, you will find all the answers and the most frequently asked questions about your selected topic.