Sales optimization represents the implementation of insights from sales controlling into concrete measures.
Sales optimization is necessary because sales strategies do not guarantee the achievement of predefined targets, but merely provide the basis for planning and implementing suitable measures. For this reason, the productivity of the sales strategy must be checked regularly. If such a check reveals that the actual values do not correspond to the specified target values, sales optimization is necessary. Optimization activities can cover various areas such as channel sales, distribution rates, sales per region, or contribution margins. In order to avoid radical sales adjustments, sales optimization should be considered as a continuous process within the company. Once all sales related target KPIs are achieved, optimization processes can be set to a new, higher quality level. Thereby, sales optimization can be achieved in the long term through continuous, marginal adjustments.