Revenue-oriented sales monitoring

Stefan Duderstadt

2006

Long-term strategic advantages cannot only be achieved by cutting costs. This means that in addition to cutting costs and streamlining, banks are increasingly focusing on improving their revenue basis. This involves leveraging customer potential, winning new customers in a targeted manner and ultimately achieving sustainable revenue-boosting effects. To make this happen, a revenue-oriented sales monitoring strategy needs to be set up. The core of such a strategy is a system of capable sales monitoring.

Stefan Duderstadt considers various concepts for setting up revenue-oriented sales monitoring. Using precisely-defined criteria, he assesses the suitability of sales management tools and incorporates these into a consistent global sales monitoring system. Furthermore, on the basis of numerous interviews with experts, he shows the current status of German retail banks and how they use sales management methods.