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; and
- Assessing the use of enabling technology for improving reporting efficacy and reach.
An initial review of findings was also featured in a webcast, which may be viewed here.