Sales Controlling

KPIs in Sales: Correlation does not equal causality

Watch your step! Many sales managers or managing directors in B2B mix up correlation and causality when it comes to data analysis.

Data-based decisions in sales are not always ad-hoc better than intuition. The reason for this is the frequent confusion between the terms causality and correlation.

How nice it would be if managing directors or sales executives regularly knew why something happened. Why individual customers churn; why one product does not sell well or sells more than others; why in the end a promising sales lead does not become a customer, regardless of how good our salespeople are.

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B2B Digital Transformation in Sales: Facts & Trends

Facts and trends about the B2B digital transformation

If you are leading a Business-to-Business manufacturer or distributor, you know it already: sales is currently experiencing a massive transformation across the globe.

Advancement in artificial intelligence technologies of the last five years is providing manufacturing businesses and distributors with new exciting potential.

According to McKinsey, companies now have at their disposal a set of powerful technological tools that are, when properly implemented, able to guarantee future growth:

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Wie wird Vertrieb in 50 Jahren funktionieren – Blick in die Zukunft

What type of B2B sales will still exist in 50 years?

Will sales jobs still exist in fifty years from now? Will robots take over all sales jobs? How will artificial intelligence redefine sales management? What long-term influence does digitisation have on B2B sales?

To discuss the future of sales, let’s first present how companies made Business-to-Business sales 50 years ago and how it works today. Let’s then peep inside the crystal ball to see what sales (and marketing) can look like in the future.

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5 Deadly Sentences A Sales Manager Should Never Pronounce

How to pronounce “analytics” in sales and keep your job.

Almost all sales managers hold a wisdom about their business. However, there are – at least – five fatal sentences an excellent Sales Manager should never say.

Your customers are changing. Is your sales team ready for the future? Are they prepared for a digital transformation? In this article, we would like to discuss five common misperceptions that, if unchecked, will cost you your sales management job.

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Interesting facts and statistics about B2B wholesale and manufacturing in Europe

Facts and statistics about B2B wholesale, distribution and manufacturing in Europe & Germany

Distribution in Europe is a significant job provider – 10 million employees. It works at the centre of the continent’s economy, covering almost all goods and services.

Most of the general public probably ignores the role of distribution on the European landscape, although it plays an essential role as the interface between importers, manufacturers, retailers and service providers.

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