Sales Mix Shift
Salesmatrix · How To
Introduction
Sales Mix Shift compares two periods and answers two questions about them: which customers or products moved, and what those movements were worth. This page is about using the answers: which question each part of the page answers, six routines that turn them into a call list or a report, and what to check before you act.
Contents
Choose what to Analyse (Customers or Products) and what to Compare (for example, the last 12 months against the 12 before). The page then has two halves.
| Part | What it tells you | Use it to |
|---|---|---|
| Band grid | Where every customer or product sits now, by revenue and margin, and how many moved in or out of each band. | Find who: click a band or a movement for the names, then export them. |
| Bridge | How the total changed between the two periods, step by step: lost and new, price, volume, mix, and price & cost. | Find how much and why, in a sentence you can quote. |
| Export | The bridge as a PDF or Word report, with the choices it was run with. | Take the findings to a meeting. |
Most routines on this page use both halves: the bridge says where the money went, and the grid names the accounts behind it.