August 2015
Intermediate to advanced
221 pages
6h 17m
English
Content preview from A Guide to Sales Management
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The Performance Indicators for Sales Management
Why we need key performance indicators?
The sales strategy is the sales functional component of the corporate strategy and is developed by the sales leader on the basis of market analysis, customers’ strategies, customer-satisfaction surveys, assessment of the sales organization capabilities, and company’s corporate strategy itself.
The sales strategy can be expressed in terms of strategic themes and strategic goals that in turn must be translated into a set of strategic actions with associated objectives. Therefore, the sales leader needs to select for her sales strategy meaningful key performance indicators (KPIs) that will help her in setting targets for the sales team in alignment ...
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.