{"id":10266,"date":"2021-11-03T17:39:26","date_gmt":"2021-11-03T16:39:26","guid":{"rendered":"https:\/\/www.strategiaecontrollo.com\/servizi-consulenza-direzione\/management-consulting\/sales-development\/"},"modified":"2023-08-29T09:20:12","modified_gmt":"2023-08-29T07:20:12","slug":"digitalization-and-sales-performance-management","status":"publish","type":"page","link":"https:\/\/www.strategiaecontrollo.com\/en\/services\/growth-accelerators\/digitalization-and-sales-performance-management\/","title":{"rendered":"Digitalization and sales performance management"},"content":{"rendered":"\n<p class=\"wp-block-paragraph\">As with operations, sales are revolutionised by technology.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">To the traditional quantitative indicators (KPIs as quotes-offers-contracts) to measure the efficiency of the sales force as compared to the objectives (ex. volumes, turnover, margin, unpaid),&nbsp; tools for tracking qualitative indicators have been also added(KAI focused on operations such as number and type of visits, number of calls made to customers and prospects, etc.).<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">An authentic revolution that by crossing big data (KPI + KAI) extracts information to affect performances as they occur, guiding economic results without undergoing them, allowing to establish behaviours and contents for predictive control over how the activity is carried out.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><em>&nbsp;<\/em>The ForzaVendis methodology ensures authentic sales telemetry where successes are influenced by the &#8220;wall&#8221; that translates data into information for sellers who can make the right choices during the action, before it is concluded.<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Data Science: extracting meaning data to make more targeted decisions<\/li>\n\n\n\n<li>Listen to the &#8220;customer&#8217;s voice&#8221; to reshape the sales process<\/li>\n\n\n\n<li>Offer strategic information to field staff and internal departments (back office) while the action takes place<\/li>\n\n\n\n<li>Improve forecast accuracy by measuring quality parameters (KAI) focused on operations as well as performance<\/li>\n\n\n\n<li>Understand, interpret and enhance the behaviour of B2B customers<\/li>\n\n\n\n<li>Experiential training courses with measurement of static and dynamic competitive charge<\/li>\n\n\n\n<li>Training and coaching.<\/li>\n<\/ul>\n","protected":false},"excerpt":{"rendered":"<p>As with operations, sales are revolutionised by technology. To the traditional quantitative indicators (KPIs as quotes-offers-contracts) to measure the efficiency of the sales force as compared to the objectives (ex. volumes, turnover, margin, unpaid),&nbsp; tools for tracking qualitative indicators have been also added(KAI focused on operations such as number and type of visits, number of [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":9703,"parent":10249,"menu_order":60,"comment_status":"closed","ping_status":"closed","template":"","meta":{"_acf_changed":false,"_gspb_post_css":"","footnotes":""},"page_tag":[97],"class_list":["post-10266","page","type-page","status-publish","has-post-thumbnail","hentry","page_tag-mostra-contenuto-padre-en"],"blocksy_meta":{"styles_descriptor":{"styles":{"desktop":"","tablet":"","mobile":""},"google_fonts":[],"version":8}},"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.4 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Digitalization and sales performance management - Strategia &amp; Controllo Srl<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.strategiaecontrollo.com\/en\/services\/growth-accelerators\/digitalization-and-sales-performance-management\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Digitalization and sales performance management - Strategia &amp; Controllo Srl\" \/>\n<meta property=\"og:description\" content=\"As with operations, sales are revolutionised by technology. 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