Isolating the Impacts of Price, Volume, Cost and Mix
A Handy Tool for Understanding Where Changes in Revenues and Margins Are Really Coming From
As sales operations professionals, we're under constant pressure to explain differences in period-over-period revenues and margin-dollars. Are the revenue increases you're seeing the result of selling more volume, realizing higher prices, or both? What portion of the margin gain you're experiencing is really coming from better prices and how much is actually coming from better costs? And how much of all of it can just be attributed to selling a different mix of products period over period? Answer all of these questions and more with the Impact Isolation Estimator. Using this straightforward spreadsheet-based tool, you can:
- Isolate the impacts that volume, pricing, costs, and mix have had on period-over-period performance changes.
- Quantify how much volume, pricing, costs, and mix have contributed to differences in both revenues and margin dollars.
- Identify where changes in product costs have magnified...or mitigated...improvements in realized prices and volume.
- Put an end to the second guessing, skepticism, and in-fighting over who or what should be getting the credit (or blame).
This tool is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.
More Subscriber-Only Resources From Our Library
-
Seven Signs Your Sales Strategy Stinks
How can you tell if your sales strategy is really going to be effective? This diagnostic provides a straightforward self-assessment to help you evaluate the quality of your sales strategy.
View This Diagnostic -
Answering Three Questions to Enable Change
Driving change in a sales organization can be a struggle and a challenge--and failure is all too common. In this tutorial, learn a more effective approach for championing new solutions in sales environments.
View This Tutorial -
Avoiding Costly Mistakes in B2B Lead Generation
Finding ways to improve lead quality and quantity can be a target that's constantly moving. This recorded training session exposes our latest research, highlights common lead generation challenges and what some B2B companies are doing to overcome them.
View This Webinar -
Designing Effective CRM Dashboards for B2B Sales
How do you make your CRM dashboards an effective tool your salespeople will utilize long after the "shininess" has worn off? This Express Guide details ten strategies and tactics we’ve gleaned through our research with leading B2B sales operations and sales experts.
View This Guide
Why Subscribe?
When you join your peers and become a SellingBrew Playbook subscriber, you get immediate access to this tool as well as all of these other features:
- Training WebinarsDozens of on-demand webinars covering crucial sales ops topics with new webinars every few weeks
- On-Demand LibraryA searchable library of hundreds of concise guides, tutorials, cases, assessments, and research reports
- Expert InterviewsLearn from others in sales who’ve “Been There and Done That” through our Expert Interview Series
- Help DeskAsk our team of analysts for advice, insights, and perspectives on your specific sales ops challenges