Tag: management system

Effective management of sales representatives: KPI, motivation and training

Author:

Bibliographic description of the article for the citation:

. Effective management of sales representatives: KPI, motivation and training//Science online: International Scientific e-zine - 2021. - №9. - https://nauka-online.com/en/publications/economy/2021/9/05-32/

Annotation: The transformation of market conditions and the increasing complexity of buyer behavior necessitate a radical revision of established practices for managing sales teams. The mere sequential application of KPI systems, schemes of monetary and non-monetary incentives, or training programs can no longer ensure the required level of performance. This study aims to propose and substantiate an integrated model for managing sales representatives that combines the principal management functions—diagnostics, motivation, and development—into a closed, adaptive cycle. The methodological basis of the work is a systematic analysis of scientific publications over recent years in the fields of sales management, organizational psychology, and instructional design, supplemented by statistical data. As a result, the author’s Triad of Synergistic Management is proposed, namely a closed system in which the results of in-depth individual diagnostics of a sales representative (based on CRM analytics and competency assessments) serve as the basis for the operational adjustment of personal KPIs, the selection of optimal motivational instruments, and the assignment of targeted training interventions. The implementation of the proposed model can raise the average level of task fulfillment and increase sales velocity (Sales Velocity) compared with the traditional, fragmented approach. Based on the obtained data, it is concluded that the evolution of sales management should be directed toward a shift from static, disparate functions to dynamic, personalized, analytics-based systems capable of ensuring the continuous development and maximum effectiveness of sales teams. The materials presented in this article will be of interest to commercial directors, heads of sales departments, HR specialists, and other researchers engaged in improving the effectiveness of sales processes.

Становлення та розвиток екологічного менеджменту на підприємстві в Україні

Author:

Bibliographic description of the article for the citation:

. Становлення та розвиток екологічного менеджменту на підприємстві в Україні//Science online: International Scientific e-zine - 2019. - №11. - https://nauka-online.com/en/publications/jurisprudence/2019/11/stanovlennya-ta-rozvitok-ekologichnogo-menedzhmentu-na-pidpriyemstvi-v-ukrayini/

Annotation: The article describes the essence of the concept of "environmental management" and analyzes the legal regulation of environmental management at the enterprise at the international and national levels. The author pays special attention to the study of implementation and development of environmental management at Ukrainian enterprises, which leads to the conclusion that this management system is an important tool for effective influence both on the state of the environment and on the development of enterprises, in particular, on their economic tasks.

Improvement system of personnel development management

Author:

Bibliographic description of the article for the citation:

. Improvement system of personnel development management//Science online: International Scientific e-zine - 2018. - №11. - https://nauka-online.com/en/publications/economy/2018/11/sovershenstvovaniya-sistemy-upravleniya-personalom-predpriyatiya/

Annotation: The importance of this topic was emphasized in this article. There are many different author's views on the given scientific categories, this fact takes into account. Different approaches, to defining concepts such as "human resources management" and "staff development", were considered. The essence of the concept "control system" was revealed. The system of personnel development management in the organization was described, too. The peculiarities of different types of personnel training, were substantiated.

Formation of the system of management of financial and economic safety of enterprises

Author:

Bibliographic description of the article for the citation:

. Formation of the system of management of financial and economic safety of enterprises//Science online: International Scientific e-zine - 2018. - №1. - https://nauka-online.com/en/publications/economy/2018/1/formirovanie-sistemy-upravleniya-finansovo-ekonomicheskoj-bezopasnosti-predpriyatij/

Annotation: Theoretical issues of formationig the financial and economic security management system are studied.

Prepare

a scientific article on the current topic

Send

a scientific article to e-mail: editor@inter-nauka.com

Read

your article on the website of our magazine