Management of sales processes

Holger Dannenberg and Dirk Zupancic

Chapter 10 in Excellence in Sales, 2009, pp 129-139 from Springer

Abstract: Abstract A defined sales process with a detailed description of work steps and individual success rates forms the basis for managing sales work. Assigning success rates and the time requirement for each work step makes the demand on capacity transparent. On this basis an analysis can be carried out of the relative impact of different methods (e.g. different assignments of tasks within the sales team), and the effect of improvements in single steps on the overall earnings generated by a sales process, and on sales resources. Even established processes can be optimised by means of regular checks. As the saying goes:

Date: 2009
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-8349-8782-2_10

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DOI: 10.1007/978-3-8349-8782-2_10

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