Performance Management

Datenbasierte Entscheidungen

Data-driven Management – has Intuition had its day?

Which decisions are better? Intuitive decisions from the gut or rational decisions based on data and facts?

This question occupies countless researchers, and there is still no clear answer. Currently, in the age of big data, data mining and digitization, the importance of data for a business is undeniable. In the business world, executives prefer analytically sound decisions. They are verifiable, justifiable, and data can explain them.

In reality, however, the situation is different.

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aufgaben-b2b-vertriebsleiter

How B2B Data Analytics is Changing Sales

How Big Data and Advanced Analytics Are Revolutionizing Sales in B2B, and What Managers Should Know About It.

B2B customer buying experience is radically changing. This trend has led to dramatic changes in the sales profession over the past decade.

“Nothing is so painful to the human mind as a great and sudden change”, wrote Mary Wollstonecraft Shelley in Frankenstein. Sales management in B2B is experiencing an abrupt and rapid transformation.

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Motivation im Vertrieb

Why Motivation in B2B Sales is overrated

Managing Sales Behaviour to Improve Sales Performance using Predictive Sales Analytics

Improving sales performance often involves coaching and modifying the way your key account managers work – what practitioners in the field of sales & marketing define as behaviour. Changing behaviour usually leads to better performance in B2B sales.

There are several known theories and models about behaviour that have not been explicitly developed for sales professionals, but about general social practice.

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Predictive-Sales-Analytics

Why is predictive sales analytics a “must-have” to increase sales productivity in Business-to-Business?

Predictive Sales Analytics is a Game-Changer in B2B.

Productivity in business-to-business (B2B) sales is simply defined as the output rate of a sales team, considering all direct costs and performance. Two trends are drastically affecting sales productivity: sales analytics in general and predictive sales analytics in particular.

Sales analytics is since long an efficient method to measure what is working and what is not working in sales, to compare performance and to increase revenues.

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vertriebsleiter-aufgaben

The Top 7 Mental Notes Sales Managers Are Making Today

 
What sales managers are thinking about their jobs today but would never say.

The sales management profession is rapidly changing. A few years ago, a good manager was, well, a manager. Nowadays she must be a coach, a mentor, and a data analyst, among many other roles.

In today’s fast-paced B2B sales world an accomplished leader should make her team work cooperatively together. Only working together, they can successfully create value for their customers.

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