Sales Performance Management

Heiko Schulte-Oversohl
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Heiko Schulte-Oversohl: Management Consultant

A chapter in Performance Management in Retail and the Consumer Goods Industry, 2019, pp 385-403 from Springer

Abstract: Abstract This contribution deals with the interdependency of controlling and the sales department. The special importance of sales as an independent area for the corporate success is highlighted. This leads to the analysis of the sales department characteristics and how performance management generates value added to support the sales tasks. Relevant elements and instruments are explained in this contribution.

Keywords: Controlling; Driver model; Key performance indicators; Sales organization; Sales controlling; Sales performance management (search for similar items in EconPapers)
Date: 2019
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-030-12730-5_25

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DOI: 10.1007/978-3-030-12730-5_25

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