How leading companies in the Nordic countries steer and develop their sales organization.
Capgemini Consulting examined 42 leading companies from different industries in Finland, Norway and Sweden, regarding how they handle Sales Governance and the related challenges and best practices.
Sales Performance Measurement is moderately mature. However, the defined KPIs do not fully enable an efficient tracking and steering of sales behaviour. Sales Governance is used more for controlling purposes rather than for driving the continuous improvement of sales performance.
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