Development of a Performance Measurement Systems for NCA-Sales-Teams

Andreas Beck, Jurgen Reck and Patrick Siegfried
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Andreas Beck: International School of Management, Frankfurt am Main, Germany
Jurgen Reck: International School of Management, Frankfurt am Main, Germany

Oblik i finansi, 2022, issue 1, 65-87

Abstract: In 2019 at IBM, it was found that there is a strong dependence on a few large banks in bank sales, and the growth targets of the sales division cannot be achieved due to the existing business with these same customers. To counteract this dependency, an NCA-specific sales team for the banking industry was established to support small and medium-sized banks with personal commitment and expertise and to develop them into long-term business partners of IBM. This research focuses on the development of a performance measurement system for NCA-Sales teams. It postulates the hypothesis that more effective and better-suited performance measurement systems can be developed for NCA-Sales of information technology towards financial institutions. Authors use the methodology of expert interviews and Mayrings qualitative content analysis to gain insights into the relevant factors that need to be considered when evaluating the performance of such sales teams. The paper identifies stakeholders, challenges, and goals that should be integrated into a performance measurement system as well as KPIs to measure them. The results are being consolidated into a conceptual sketch for an NCA-sales optimized PMS. The paper distinguishes itself from other research through an approach that gives detailed guidance for the practical implementation of its findings. The research was conducted with professionals in the IT sector; however, all of them were working for the same company, and the data was collected in the short span of one week as it was part of a research. The outcome can be used for further studies on how to effectively measure performance in NCA-Sales teams.

Keywords: Performance Measurement Systems; New Client Acquisition; Sales; Banking Sector; Key Performance Indicator (search for similar items in EconPapers)
JEL-codes: M10 (search for similar items in EconPapers)
Date: 2022
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Persistent link: https://EconPapers.repec.org/RePEc:iaf:journl:y:2022:i:1:p:65-87

DOI: 10.33146/2307-9878-2022-1(95)-65-87

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