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Sales Performance Management: Excellence in CRM with Digital Control Concepts

In: CRM Goes Digital

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  • Mario Pufahl

    (DIGITALL Nature Germany GmbH)

Abstract

This chapter explains what successful sales performance management entails, why it is necessary for a holistic digital CRM strategy, and what it requires, particularly in terms of business and technology. From a technical point of view, the focus is a tried-and-tested sales methodology with the dimensions of strategy, organization, controlling, and personnel. An important success factor for digital CRM is change management that motivates digital transformation throughout the company. The concept of the “Digital Workplace for Sales” represents a professional and technological digital workplace for sales managers and employees through modern CRM cloud platforms, business intelligence, and artificial intelligence solutions. This digitizes the necessary professional requirements through CRM to unlock process efficiencies and intelligences.

Suggested Citation

  • Mario Pufahl, 2025. "Sales Performance Management: Excellence in CRM with Digital Control Concepts," Management for Professionals, in: Sabine Kirchem & Martin Stadelmann & Mario Pufahl & David Laux (ed.), CRM Goes Digital, pages 81-95, Springer.
    • Handle: RePEc:spr:mgmchp:978-3-658-45798-3_6
    DOI: 10.1007/978-3-658-45798-3_6
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