Sales Mix Shift
Salesmatrix · How To
What a movement means
A cell's count says where the base sits. The Move column, and the Biggest movements between bands lists (Improved and Slipped) under the grid, say who changed. Click a line in either list to see the records that made it. These are the movements worth knowing by sight.
| Move reads | Typical case | The question |
|---|---|---|
| −1 Margin | Top / High → Top / Avg | Who still buys as much, but at a worse price? This is the early warning of a margin slide, months before it shows in the totals. |
| −1 Revenue | Top → Mid, same margin | Which big accounts are buying less? Is it the market, a competitor, or us? |
| +1 Revenue | Mid → Top | Who has grown into a key account, and are they treated like one yet? |
| +1 Margin | Top / Avg → Top / High | Did a price rise stick? Here is the proof, account by account. |
| +1 Revenue, −1 Margin | Mid / Avg → Top / Low | Where did we buy volume with price? Shown in the list, but in neither Biggest movements column. |
| −3 Revenue | Top → Low Activity | Who went from a regular account to one order? Call them this week. |
| New | any band | Which band did the new customers land in? A good intake lands high. |
| Lost | below the grid | Who stopped altogether? |
The Biggest movements lists show the five largest each way, ranked by the revenue the records had before they moved, not by how many moved. Eight large accounts losing a margin band can matter more than forty small ones dropping out.