Sales controlling II: Effective tools for analyzing sales

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.