Performance and effectiveness management in B2B-sales.

by Anton Kozhemyako

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How to range the clients’ database?

How to select the right KPI to manage salespersons?

What indicators must you have chosen to grow your business sustainably?

There is endless quantity of questions about sales activity improving.

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Our team tries to assemble puzzling competencies to give a helpful and clear system to manage your B2B-sales department. We do not present an magic pill, but we put our big experience to write this paper.

The main purpose of the article is to show how to build the crucial parts of the system management and how to establish connections among them to gain an effective and efficient management system for the B2B-sales department to boost up your sales.

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Why the proposed approach is interesting? There are several approaches to calculate and manage indicators in the b2b-sales department and to suggest a prospective sales plan based on past statistics. But this approach is not based on clear data. The author suggests another approach based on detailed information and modest formulas to count b2b-sales plans and required resources.

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This article is based on our team's experience after carrying out over 20 projects.