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Management of sales processes

In: Excellence in Sales

Author

Listed:
  • Holger Dannenberg
  • Dirk Zupancic

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:

Suggested Citation

  • Holger Dannenberg & Dirk Zupancic, 2009. "Management of sales processes," Springer Books, in: Excellence in Sales, chapter 10, pages 129-139, Springer.
    • Handle: RePEc:spr:sprchp:978-3-8349-8782-2_10
    DOI: 10.1007/978-3-8349-8782-2_10
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