Research Brief: Sales Performance Reporting

16 February 2015

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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.

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