What is meant by Sales controlling?
The term "sales controlling" refers to the systematic monitoring, analysis, and management of all sales activities within a company. The goal of sales controlling is to increase the effectiveness and efficiency of sales processes, optimize sales performance, and provide a solid basis for management decision-making.
Typical software functions in the area of "sales controlling":
- Revenue Analysis: Detailed analysis of revenues by products, regions, customers, and sales representatives.
- Performance Dashboard: Visual representation of key performance indicators (KPIs) such as sales figures, profit margins, and sales targets.
- Forecasting and Planning: Creation of sales forecasts and support in planning sales strategies.
- Reporting: Automated generation of reports and analyses for management.
- Cost Analysis: Monitoring and analysis of sales costs to identify potential savings.
- Goal Tracking: Tracking and reviewing the achievement of sales goals and quotas.
- Customer Segmentation: Analysis and segmentation of customers to identify target groups and market opportunities.
- Sales Process Optimization: Identification and implementation of improvements in sales processes.
- Competitive Analysis: Comparison of own sales performance with that of competitors.
- Data Integration: Integration and analysis of data from various sources, such as CRM systems, ERP systems, and external market data.