Sales Management Tool for ABB Oy
Kalaja, Kimmo (2022)
Kalaja, Kimmo
2022
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Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-2022120125363
https://urn.fi/URN:NBN:fi:amk-2022120125363
Tiivistelmä
The objective of this thesis was to create a performance management tool for the Area Sales team of ABB Oy, Motion Local Sales Unit. This was to be done by researching what sales management metrics are currently considered to be most effective, and to apply them into a tool, possibly a CRM dashboard.
The research family of this thesis is a applied, mixed field study. Data was collected in three rounds. The methods used in data collection consisted of stakeholder interviews and researching existing tools. The focus in literature research, carried out during research of existing knowledge, was in KPI’s used in sales management.
The outcome of this thesis was a Salesforce.com dashboard, a CRM system used by ABB. The final proposal consisted of 20 components. The components presented KPI’s that were based on current state analysis and research of existing knowledge. The newly created sales management tool was taken into use at ABB Oy. The findings were shared with the target organization, and also with other ABB sales teams and the Global Process Owner of Opportunities and Accounts. Recommendations and an action plan was provided for future developments of sales management and tools.
The research family of this thesis is a applied, mixed field study. Data was collected in three rounds. The methods used in data collection consisted of stakeholder interviews and researching existing tools. The focus in literature research, carried out during research of existing knowledge, was in KPI’s used in sales management.
The outcome of this thesis was a Salesforce.com dashboard, a CRM system used by ABB. The final proposal consisted of 20 components. The components presented KPI’s that were based on current state analysis and research of existing knowledge. The newly created sales management tool was taken into use at ABB Oy. The findings were shared with the target organization, and also with other ABB sales teams and the Global Process Owner of Opportunities and Accounts. Recommendations and an action plan was provided for future developments of sales management and tools.