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Sales Performance Management


How could the performance of a sales organization be reported? How could you present the results transparently and comparably in a global scale? And how do you use this for an effective controlling? For our customer we consolidated all sales KPIs for the first time into the Sales Performance & Reporting System and presented them in a hierarchical system. That allowed to integrate and combine such diverse KPIs like “Number of customer visits” or “sales trend” into one system and build an overal KPI Performance index. The global control organization has now the opportunity to be aware of problems quickly and to analyze them. Special attention was given to the visualization of the KPIs. They are displayed in maps and graphical dashboards.