Takeoff in Performance: Complete Guide to Sales Team Performance Management

Author: Fu Yao
Publisher:
Publish Date: 2005-01-01
Features: Performance management for sales teams is not only related to employees' personal development but also to the future and destiny of the enterprise. The Balanced Scorecard is an effective performance management tool. Mr. Fu Yao has been deeply involved in consulting and research in the field of corporate sales, serving well-known companies such as IBM, Nokia, China Mobile, and Lenovo, thereby accumulating extensive practical experience. In this book, he combines the principles of the Balanced Scorecard with years of sales practice to systematically explain how to define financial indicators, customer and market indicators, process indicators, and personnel development indicators. This approach scientifically establishes sales goals, controls the sales process, develops employees' sales capabilities, and achieves performance breakthroughs. The book provides numerous case studies and applies certain statistical tools to elaborate on how to scientifically construct a sales team performance evaluation system based on the actual conditions of the enterprise, offering high practical value.