SalesTeam Supercharge : Unlocking High Performance Through Effective Compensation Strategies / Matthias Eggenschwiler.

Format:

Book

Author/Creator:

Eggenschwiler, Matthias, author.

Language:

English

Subjects (All):

Sales force management.

Sales force management--Textbooks.

Physical Description:

1 online resource

Other Title:

SalesTeam Supercharge

Place of Publication:

[Place of publication not identified] : SAGE Publications, Inc, 2024.

Summary:

This Data Challenge focuses on sales team management and performance analysis using simulated data sets. The data sets provide valuable insights into salesperson contact volume, number of accounts, territories, time allotment, compensation, and sales potential forecasts. Through this Challenge, students will gain practical experience in analyzing sales team metrics, evaluating performance, and designing incentives: Which metrics are important performance indicators? Are incentives well designed to improve the firm's performance? How can the incentive strategy be improved? Among those questions, students will learn sales team management analysis in a realistic setup. Students will gain valuable insights into the sales team's performance by conducting descriptive analysis, applying correlational analytical methods, and interpreting the findings. These insights can be used to make data-driven recommendations for enhancing sales team effectiveness, resource allocation, and incentive design. Students can optimize the sales team's performance by combining analytical rigor with practical considerations.

Notes:

Description based on publisher supplied metadata and other sources.

ISBN:

1-0719-6071-7

9781071960714

OCLC:

1463994362