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Steering systems

In: Excellence in Sales

Author

Listed:
  • Holger Dannenberg
  • Dirk Zupancic

Abstract

The next step towards excellence in sales and customer management is designing the steering systems. Compared to many other employees within the company, sales employees generally have a high degree of decision-making leeway when carrying out their work. Companies generally expect sales employees to spend the majority of their time visiting customers. This is automatically associated with a certain lack of awareness regarding where the employees really are, exactly what they doing, and how long they take to do it. As a result, companies need steering methods. Professional steering approaches ensure that sales employees are focused on the targets and conform to the company strategy.

Suggested Citation

  • Holger Dannenberg & Dirk Zupancic, 2009. "Steering systems," Springer Books, in: Excellence in Sales, chapter 12, pages 165-194, Springer.
    • Handle: RePEc:spr:sprchp:978-3-8349-8782-2_12
    DOI: 10.1007/978-3-8349-8782-2_12
    as

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