Sales Performance Reporting

Sales performance reporting guides leadership’s decision making, and represents an important information management priority for many firms. This research investigates the use of performance reporting in business-to-business sales organizations, and identifies management priorities and best practices.

Specific areas of focus for this research include:

Identifying current approaches for provisioning sales reporting
Determining management's priorities for improving sales dashboard reporting effectiveness
Assessing the use of enabling technology for improving reporting efficacy and reach.

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