The Sales Profit Chain
THE SALES PROFIT CHAIN (https://sales-profit-chain.com/)
Understanding Causal Chains – Optimizing Sales – Increasing Profitability
The Sales Profit Chain (SPC) has been developed for sales decision-makers. To accomplish this, we worked with more than 4,000 companies. The SPC approach uses 12 questions to analyze the most important causal chains of sales and therefore to access the most effective growth and efficiency levers.
WHAT IS NEW ABOUT THIS APPROACH?
- It uses a coherent overall sales logic (end-to-end approach).
- Instead of isolated, individual aspects of sales, the causal chains of sales management are made visible.
- The obstacles to implementing measures at the operational level are also explicitly overcome
THE AUTHOR
Prof. Jan Wieseke is one of the world’s top four sales researchers.*
He is a tenured professor at the Sales Management Department at the Ruhr University of Bochum and works as a visiting professor at ESMT Berlin and Loughborough University (UK). He has been presented with the national “Professor of the Year” award for the practical relevance of his teaching. He is a member of the scientific advisory board of Prof. Schmitz & Wieseke – Sales Management Consulting, a management consultancy focused on sales.
* Over the last decade, he has ranked in the top 20 of all Marketing professors in the “Author Productivity” rankings of the American Marketing Association (AMA) for his research contributions to premier journals. For the topic of Sales, he has consistently ranked among the top four.
