Sales controlling is a term used in business administration. The check and control of Teatigkeiten of the company refers to controlling here. Sales controlling is the control of distribution activities in a company focused on certain objectives. The goal of the sales controlling is to achieve an optimisation of sales at possible minimal cost for the distribution and increasing as the profit of the company. Thus, sales controlling is an interface between the sales with his often high costs and expenses and the total operational controlling. The task of sales controlling covers many areas.
To name a few are here in particular the assessment of the markets on which the company is active, the assessment of what do the competitors on this and in accordance with a recommendation for a possible change of strategy, if a competitor should prove competitive. The analysis of the customers and their needs are required to survive on the market; to uninstall Sales processes are checked constantly to avoid unnecessary costs for the company and to adapt quickly to any changes in the business environment. Uses to capture the performance of the Sales Department and the sales success in a relation to the effort for this purpose-driven, sales controlling of various key figures. Included are about the services of each employee in relation to sales or guided conversations, to be able to confront the average height of a sales contract or changes occurring the ratio of new to existing customers, to get on the market. Because salespeople are paid in many companies by sales and commissions make up a large part of the content, sales controlling in most plants occupies an exposed position: the immediate livelihood of employees in sales often depends on the identified here personal metrics. Often is therefore an external and therefore impartial Sales controller employed to reach a realistic assessment of the performance of salespeople.