Getting back to Field Effectiveness, nowadays companies maintain metric and KPI libraries the same way that they maintain libraries for best practices and lessons learned. The key is to use a methodology or framework.Firstly identifying the clients and stakeholders, we then input the requirements,business case, and accompanying assumptions.The methodology then guides us through the different process groups of initiation ,planning ,execution ,monitoring and controlling ,and closure .The methodology also provides us with guidance in the identification of metrics, KPIs and dashboard reporting techniques for a particular client.
If you want some perspective on how you or your company needs to enhance their Sales/Client Management Capabilities, please email me at shubhanjan.saha@gmail.com
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