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Sales Excellence

Clever profitabel sein

  • 01-06-2025
  • Intro
Published in:
Published in
Sales Excellence | Issue 6/2025

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Excerpt

Die Anforderung, dass Sales-Abteilungen in Vertriebsorganisationen profitabel arbeiten müssen, ist eine Binsenweisheit. Dennoch ist es gar nicht so einfach, die richtigen Kennzahlen dafür auszuwählen, sie richtig zu monitoren und noch dazu im Blick zu behalten, ob sie auch konsequent herangezogen werden. Umso komplexer wird es, wenn Salesteams aufgrund eines zu intensiven Wettbewerbs und hoher (weil digitaler) Preistransparenz innovative Geschäftsmodelle finden müssen, die möglichst margenträchtig sind. „Eine enge Verknüpfung von Vertrieb und Strategie zu einer ,Salestegy‘ ist dafür unerlässlich“, schreibt Prof. Dr. Jan Wieseke, Lehrstuhlinhaber am Sales Management Department der Ruhr-Universität Bochum, in seinem Titelbeitrag zum Thema Sales Profit ab Seite 12 dieser Ausgabe. Er stellt den „Salestegy“-Ansatz und Mechanismen vor, wie der Vertrieb den Weg in so genannte neue „Green-Hill“-Märkte erfolgreich beschreiten kann, die ihm profitable Vertriebserfolge ermöglichen. …

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next article News
Title
Clever profitabel sein
Publication date
01-06-2025
Publisher
Springer Fachmedien Wiesbaden
Published in
Sales Excellence / Issue 6/2025
Print ISSN: 2522-5960
Electronic ISSN: 2522-5979
DOI
https://doi.org/10.1007/s35141-025-2455-4

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