engleski

Behaviour-based and outcome-based salesforce performance and sales management control system in Croatian sales organizations

The purpose of this research was to track the level of outcome and behaviour based sales performance and sales management control systems in Croatian sales organizations. The research was conducted on a judgment sample of 76 Croatian sales managers across different industries. The results are in accordance with the similar research done abroad. Organizations whose sales managers spend more time in monitoring, directing, evaluating and rewording their salespeople rather than just keeping track of their scorecards have salespeople with higher levels of outcome and behaviour performance Moreover, sales managers track larger satisfaction with the territory design and claim that their sales people are highly motivated and committed to their organization.

Salesforce; Performance; Sales management; Control system; Croatia

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