# 23 – June 2012

Half of the sales forces in Sweden are monitored through the rear view mirror.
This is the conclusion from the study “Key Performance Indicators in Sales Forces” which we recently conducted.

The study shows that all companies monitor their sales forces through KPIs. At a first glance, this gives the impression that the companies have a good control over their sales forces. But when scratching the surface, a less flattering picture appears.

Sahlgren & Skog divide the KPIs into two categories – those who measure the results generated by the sales force and those who measure the activities that are essential in order to achieve the results.

This means that the other half of the companies (not using any activity KPIs) only rely on historical results when managing their sales forces. You could say that half of the Swedish sales organisations are monitored through the rear view mirror.

Do you want a copy of the full report? Let us know, and we will eMail it to you.