training
This training is held in German.
Sales makes a decisive contribution to the company's results. Targeted analysis of existing data from sales and accounting and the management of sales activities based on this can exploit sales potential and maximize earnings. The prerequisite for this is transparency through meaningful sales controlling. You will learn how sales can be managed holistically using key figures. You will learn how to analyze your customer base and use the results to evaluate your sales force and make it more efficient.
Contents
Controlling and sales controlling at a glance
- Objectives and tasks of sales controlling.
- Integration of sales controlling into the organization.
- This enables you to develop sales concepts and suitable control parameters.
Use of key figures in sales controlling
- From visit rate to customer profitability: what can key figures measure?
- Sustainable sales management with balanced scorecards.
- Control sales processes with key figures and recognize weak points.
Managing the customer relationship
- Recognize risks and potential in the customer structure.
- Recognizing and leveraging the success and strategic value of customers.
Control of the sales region
- Deploy and manage the sales force economically.
- Make sales reports simple and informative.
- Methods and pitfalls in sales forecasting.
Develop a sales controlling concept
- The action program after the training:
Which instruments to use when and where?
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
In this training you will learn,
- how to set up or supplement your sales controlling,
- successfully use the various controlling instruments in sales for management purposes,
- critically examine and interpret the data obtained,
- prepare decisions in sales from a business perspective and interpret results correctly,
- manage the sales force without cutting motivation, and
- influence the results and ensure sales success.
Methods
Exercises, practical examples from various industries (preferably from the participants), discussion rounds, lecture.
Recommended for
Entrepreneurs, managing directors, sales managers, sales controllers, sales representatives, team leaders of sales teams, management assistants, office staff who want to learn the essential basics of sales controlling.
Further recommendations for "Sales Controlling I: Understand - build - use"
Attendees comments
"Wide range of topics, very good and understandable explanation by the speaker. Interesting and informative event."
Claudia Haaf
Mercedes-Benz Accessories GmbH, Stuttgart
"A great training with great practical relevance! The example of my own company helped me the most!"
Marie-Louise Klug
Calvatis GmbH, Ladenburg
"Thanks to the content we were taught, I can now develop and work out my own "sales controlling strategy" specifically for my company!"
Anja Amend
XPLM Solution GmbH, Viernheim
"In addition to the many practical tips, the additional e-learning "Basic Controlling Knowledge" is a particularly helpful tool for refreshing and expanding what you have learned after the training ."
Sabine Schmid
Rohde & Schwarz GmbH & Co. KG, Munich
"I can recommend the training as it was practical and complete."
Bodo Liebrecht
ZERO-LACK GmbH & Co. KG
Seminar evaluation for "Sales controlling I: Understand - build - use"
4.3 from 5
with 455 reviews
training content:
4.2
Content comprehensibility:
4.5
Practical relevance:
3.9
Trainer expertise:
4.7
Participant orientation:
4.3
Method variety:
4.3
On-site training together
Booking number
8675
8675
€ 1.540,-
plus VAT
2 days
in 2 locations
2 Events
German
Joint online training
Start dates and details
02.06.2025
Live-Online
Booking number:
32099
€ 1.540,- plus VAT.
€ 1,832.60 incl. VAT.
Course
zoom
Days & Times
2 days
Limited number of participants
Monday, 02.06.2025
09:00 am - 5:00 pm
Tuesday, 03.06.2025
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.
25.09.2025
Berlin
Booking number:
8675
€ 1.540,- plus VAT.
€ 1,832.60 incl. VAT.
Days & Times
2 days
Limited number of participants
Thursday, 25.09.2025
09:00 am - 5:00 pm
Friday, 26.09.2025
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.
24.11.2025
Live-Online
Booking number:
32099
€ 1.540,- plus VAT.
€ 1,832.60 incl. VAT.
Course
zoom
Days & Times
2 days
Limited number of participants
Monday, 24.11.2025
09:00 am - 5:00 pm
Tuesday, 25.11.2025
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.
05.02.2026
Stuttgart
Booking number:
8675
€ 1.540,- plus VAT.
€ 1,832.60 incl. VAT.
Days & Times
2 days
Limited number of participants
Thursday, 05.02.2026
09:00 am - 5:00 pm
Friday, 06.02.2026
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.
Training is guaranteed to take placeThe next booking ensures this course will take place
Booking number:
8675
€ 1.540,- plus VAT.
€ 1,832.60 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:
32099
€ 1.540,- plus VAT.
€ 1,832.60 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.
No suitable date?
You are welcome to be notified by e-mail as soon as new dates are released.
Further training in sales controlling
Today more than ever, companies are required to develop a suitable sales controlling system. This is because it makes a significant contribution to achieving positive results. As the interface between product-related controlling and customer-oriented market management, sales controlling serves as an essential assessment of the cost-turnover calculation.
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.
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