Sales Controlling Seminar

Course contents: Sales Controlling Seminar

Planning and customer needs analysis

• Competition, customer and SWOT analysis to identify opportunities and risks
• Identifying customer needs
• Getting to know the core elements for strategy and planning in sales

The field sales team

• Recording the actual situation and analysing the time protocol
• Conducting interviews and recording them correctly
• More detailed analysis of personal working methods

Control and goals

• Insight into available control tools
• Sales, turnover, effort, price and customer control in the daily workflow
• Setting sales targets and learning principles for agreeing on targets

Key figures as a basis for strategic planning

• Calculating important key figures such as market share, return on sales and customer visit frequency
• Assessing performance and possible optimisations to increase staff efficiency
• Evaluating the order-to-contact ratio as well as the cancellation and export rate
• Contribution margin and average price

Technical knowledge for sales controllers

• Target management and sales control
• Familiarisation with the sales lexicon
• Extensive clearing and room for own questions and practical examples

Your benefit: Sales Controlling Seminar

This practical seminar was primarily designed to give you an understanding of controlling in the context of sales. Use well thought-out methods of analysis and make use of important key figures to be able to make sound decisions in the future and thus lead your product, your service and your company to success.

• Learn how to identify customer needs and turn customer needs into opportunities for your business.
• Become familiar with time log analysis and gain valuable insights into field work through interviews.
• Gain important insights into control instruments in daily work processes and learn how to correctly formulate sales targets and target agreements.
• Use standardised key figures such as market share, return on sales or the relationship between customer contact and sales closure for strategic planning.
• Acquire first-hand expertise that will not only help you keep an eye on your goals, but also benefit from the interaction and the opportunity to take a closer look at your own case studies.

Methodology and Didactics: Sales Controlling Seminar

The seminar content of the sales controlling seminar is precisely designed to provide you not only with theoretical knowledge on the topics of sales, controlling and key figure analysis. Rather, the training event also focuses on an extensive practical part with room for your own case studies and questions. Numerous exercises and group work round off the sales controlling seminar and ensure that the topics remain deeply anchored in your memory even after the seminar.

Target group of the sales controlling seminar

Our event is aimed at all those who are entrusted with sales tasks in the daily workflow - not only senior managers and supervisors, but also all field or office staff. No previous relevant experience is required. The sales controlling seminar is designed to be easy to understand and informative for both career starters and experienced salespeople.

The Sales Controlling Seminar as Inhouse Training

Conducting training and further education directly at the company location has several advantages. On the one hand, an in-house seminar gives you the opportunity to determine the contents of the sales controlling seminar yourself and thus, for example, directly refer to internal processes and working methods. On the other hand, you have the option of selecting the language and time frame of the seminar according to your individual needs. If you are interested, simply get in touch with us: kontakt@drgkitzmann-akademie.de

What does sales controlling mean?

The term refers to the systematic monitoring and control of a company's sales. It is used to effectively plan, control and optimise this area of the company. Various key figures and analyses are used to measure sales success and to identify weaknesses and potential for improvement in the entire sales process. Tangible facts and figures make it easier to make important decisions and set goals.

5 reasons for sales controlling in the field service

Controlling in the field service sector has several advantages that can increase the company's success in the short and long term.

1. All activities can be effectively monitored and evaluated in order to measure both success and target achievement.
2. Through controlling, strengths and weaknesses in the sales process can be identified more precisely.
3. It also enables informed decision-making based on key figures and performance indicators.
4. Resources can be allocated more flexibly and sensibly by setting the right focus and priorities.
5. Controlling promotes continuous improvement and adaptation of sales strategies in the company in order to be able to react to a changing market.

The importance of customer needs for sales management

Customer needs play a key role, as only through a precise analysis of wishes, expectations and requirements can a product or service be successfully marketed. A targeted examination of all customer analyses makes it possible to adapt one's own business activities in such a way that customers benefit in the best possible way from one's own product and long-term and successful customer relationships can be established.