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The purpose of sales force effectiveness metrics is "to measure the performance of a sales force and of individual salespeople." "When analyzing the performance of a salesperson, a number of performance indicators can be compared. These can reveal more about the salesperson than can be gauged by his or her total sales.
Sales management is a business discipline which is focused on the practical application of sales techniques and the management of a firm's sales operations. It is an important business function as net sales , through the sale of products and services and resulting profit , drive most commercial business.
Benchmarking is the practice of comparing business processes and performance metrics to industry bests and best practices from other companies. Dimensions typically measured are quality, time and cost.
The metrics reference model (MRM) is the reference model created by the Consortium for Advanced Management-International (CAM-I) to be a single reference library of performance metrics. This library is useful for accelerating to development of and improving the content of any organization's business intelligence solution.
A performance indicator or key performance indicator (KPI) is a type of performance measurement. [1] KPIs evaluate the success of an organization or of a particular activity (such as projects, programs, products and other initiatives) in which it engages. [ 2 ]
Performance Reference Model of the Federal Enterprise Architecture, 2005. [6] Defining performance measures or methods by which they can be chosen is also a popular activity for academics—for example a list of railway infrastructure indicators is offered by Stenström et al., [7] a novel method for measure selection is proposed by Mendibil et ...
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According to Richard et al. (2009), organizational-performance metrics encompass three outcomes: [28] Financial performance, such as profits, return on assets, and return on investment; Product market performance, such as sales and market share; Total shareholder return, economic value added, and similar; Organizational effectiveness [29] is a ...
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