Performance data are essential to managing sales organizations; without accurate data, management’s decision-making effectiveness is crippled. This research examines when, where, and how managers consume performance data, and quantifies performance information’s impact on management decision-making.
The research also explores how sales organizations support management’s effective use of performance data. It examines return on various performance support investments, surfaces future investment priorities, evaluates various reporting tools’and programs’ usefulness to managers, and measures support This research examines when, where, and how
managers consume performance data, and quantifies performance
information’s impact on management decision-making.investments’ impact on manager decision quality.