Why Excellent Sales Performance Management Is the Key to Digital CRM

Excellence in sales is not a one-time achievement - it is an ongoing process. The chapter “Sales Performance Management: Excellence in CRM with Digital Control Concepts” demonstrates that sales performance management encompasses much more than the systematic management of sales figures. It is the foundation for a holistic digital CRM strategy that optimizes sales and CRM processes across all channels.

What I took away from the chapter:

• CRM excellence in sales requires continuous development and optimization - this is about more than just short-term goals.
  
  
• The “Digital Workplace for Sales” solution offers a structured digital workplace for sales employees to increase their efficiency and better manage customer relationships.
  
  
• The integration of AI and business intelligence creates data-driven and intelligent working. Responding to customer needs has become significantly faster.
  
  
• Performance management is more than just key performance 
  indicators - it is about integrating strategy, organization, controlling and personnel in a digital context.
  
  
• Change management as a success factor: without the right leadership and motivation, the digital transformation cannot really succeed.

My conclusion: excellent performance management is a crucial foundation for digital excellence in sales. Anyone who wants to be successful in digital CRM must understand and implement these concepts. This chapter provides the necessary impulses to master the transformation.

🔗 To the book on Springer

This blog post is based on the chapter “Sales Performance Management: Excellence in CRM with Digital Control Concepts” by Mario Pufahl from the book “CRM Goes Digital – Design and Use of Digital Customer Interface in Marketing, Sales and Service”, published in 2024 by Springer Gabler Publishing House.