Using Metrics to Drive Sales Force Execution

Sponsored By Go To Market Partners

Topics:

Budgeting & Planning > Business Performance Management , Forecasting , Strategy

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Abstract:

Senior executives commonly cite top-line growth as a major concern, yet the sales force has proven to be the least predictable of all corporate functions. In this fresh research, we share the types of metrics that leading companies are using to drive their overall corporate strategies deep into their field sales forces. We also describe a management system of distinct processes and interconnected measurements that will enable executives to create in their sales forces the discipline and rigor that they have come to demand from sales’ corporate siblings. Implementing this sales management system will unquestionably improve sales’ accountability and its alignment with the rest of your organization. (This file contains a 2-page Executive Summary, as well as the complete 37-page report.)

DETAILS

Sponsored by: Go To Market Partners

Released: June 30, 2009

Length: 39 pages

Format: PDF (802 kb)

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