Face-to-face seminar

Efficient field service management and sales controlling

Why you should attend this seminar / Objectives of the seminar:

Competition and market developments require the constant review of the fine sensors of the field service control. Weak points must be identified at an early stage and countermeasures initiated in good time. The question also arises: Out of service – or out of service?

Those who constantly realign their sales force will be successful not only now, but also in the future. In this seminar, we will teach you how to set up efficient field service control, what the "sticking points" between field service, sales management, office service and the controller are, and how to better control, motivate and lead salespeople with the right instruments. You will learn to realign your sales and field service organization and your customer structures on the basis of modern business and behavioral methods.

Seminar contents

Guidelines for efficient field service and sales management Why new ways are needed in field service and sales management

  • Successful concepts of the top salespeople and their implementation in the field
  • Concentration on the essentials – building blocks of value-oriented field service management

Key figures for field service management and sales controlling Problems of selling via prices and conditionsCarrying out objective sales analyses

  • Symptoms that signal faulty sales management
  • Why "coaching-oriented accompanying visits" are indispensable in field service analysis
  • Perform seller profile analysis

Increase efficiency and profitability of sales

  • Operational measures and opportunities to increase efficiency in the field
  • How to increase untapped efficiency potentials
  • Use of quickly realizable cost reduction programs in the field
  • Activation of profitability reserves through in-depth customer analyses
  • Program of measures to improve the efficiency of sales representatives

From pure sales orientation to potential orientation

  • Away from the "funnel method" for sales targets towards the exploitation of potential
  • Use of sales indicators for sales targets
  • Working with market utilization coefficients

Method overview for modern sales management

  • Area analyses, territorial reforms and territorial reclassification using the workload and potential procedure
  • Improvement of visiting work and tour planning

Assess and remunerate sales staff in a performance-motivating manner

  • Latest insights into the relationship between motivation and remuneration in sales
  • Objectification of sales successes with specific key figures
  • Control of "full" sales representatives
  • New goal-oriented and motivating remuneration models for the sales force

Development of an efficient sales reporting system

Seminar date and location

Tue, 21.03.2023 (1 day): 9:30h – 12:30h, 13:30h – 16:30h

Hotel Winkler Bräu, St.-Martin-Straße 6, 92355 Velburg

Certificate of Participation & Practical Reference Book

You will receive a DGC Seminar Participation Certificate and the Practical Textbook: Preißler, P.: the 100 best checklists in sales.


Prof. Dr. Peter R. Preißler / Heinrich Egerer


825,- € plus 19% VAT

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