{"id":119242,"date":"2025-07-01T07:57:00","date_gmt":"2025-07-01T05:57:00","guid":{"rendered":"https:\/\/www.akeron.com\/vulki\/essere-unazienda-top-performer-nel-tuo-settore\/"},"modified":"2025-12-04T11:18:34","modified_gmt":"2025-12-04T10:18:34","slug":"becoming-a-top-performing-company-in-your-industry","status":"publish","type":"post","link":"https:\/\/www.akeron.com\/vulki\/en\/becoming-a-top-performing-company-in-your-industry\/","title":{"rendered":"Becoming a Top-Performing Company in Your Industry\u00a0"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"119242\" class=\"elementor elementor-119242 elementor-3548\" data-elementor-post-type=\"post\">\n\t\t\t\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-3b2b6f15 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"3b2b6f15\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-69deae47\" data-id=\"69deae47\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-50585561 elementor-widget elementor-widget-text-editor\" data-id=\"50585561\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.15.0 - 20-08-2023 *\/\n.elementor-widget-text-editor.elementor-drop-cap-view-stacked .elementor-drop-cap{background-color:#69727d;color:#fff}.elementor-widget-text-editor.elementor-drop-cap-view-framed .elementor-drop-cap{color:#69727d;border:3px solid;background-color:transparent}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap{margin-top:8px}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap-letter{width:1em;height:1em}.elementor-widget-text-editor .elementor-drop-cap{float:left;text-align:center;line-height:1;font-size:50px}.elementor-widget-text-editor .elementor-drop-cap-letter{display:inline-block}<\/style>\t\t\t\t<h3><span class=\"TextRun SCXW212370323 BCX8\" lang=\"EN-GB\" xml:lang=\"EN-GB\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW212370323 BCX8\">Key Processes and Tools According to SDA Bocconi Research<\/span><\/span><span class=\"EOP SCXW212370323 BCX8\" data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true}\">\u00a0<\/span><\/h3><p><span data-contrast=\"none\">Ensuring profitable revenue growth has become increasingly challenging across every economic sector in recent years. While post-pandemic growth initially appeared to be recovering, overall profitability continues to be strained by rising prices of raw materials and energy.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true}\">\u00a0<\/span><\/p><p><span data-contrast=\"none\">For any company facing this uphill battle, having a highly disciplined commercial approach is essential both to limit inefficiencies and to better understand the path to achieving long-term goals.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true}\">\u00a0<\/span><\/p><p><span data-contrast=\"none\">In reality, however, many companies\u2019 sales actions tend to be more reactive than proactive. The result? Limited or even negligible sales uplift compared to their actual potential.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true}\">\u00a0<\/span><\/p><p><span data-contrast=\"none\">Despite this landscape, some companies have managed to navigate uncertainty successfully, generating commercial performance well above their sector averages.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true}\">\u00a0<\/span><\/p><p><span data-contrast=\"none\">Thanks to recent research conducted by the Commercial Excellence Lab (CEL) at SDA Bocconi, we are now able to identify and summarise the key characteristics that distinguish these \u201cTop Performers\u201d from the rest of the market.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true}\">\u00a0<\/span><\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5addaba elementor-widget elementor-widget-spacer\" data-id=\"5addaba\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.15.0 - 20-08-2023 *\/\n.elementor-column .elementor-spacer-inner{height:var(--spacer-size)}.e-con{--container-widget-width:100%}.e-con-inner>.elementor-widget-spacer,.e-con>.elementor-widget-spacer{width:var(--container-widget-width,var(--spacer-size));--align-self:var(--container-widget-align-self,initial);--flex-shrink:0}.e-con-inner>.elementor-widget-spacer>.elementor-widget-container,.e-con-inner>.elementor-widget-spacer>.elementor-widget-container>.elementor-spacer,.e-con>.elementor-widget-spacer>.elementor-widget-container,.e-con>.elementor-widget-spacer>.elementor-widget-container>.elementor-spacer{height:100%}.e-con-inner>.elementor-widget-spacer>.elementor-widget-container>.elementor-spacer>.elementor-spacer-inner,.e-con>.elementor-widget-spacer>.elementor-widget-container>.elementor-spacer>.elementor-spacer-inner{height:var(--container-widget-height,var(--spacer-size))}<\/style>\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-11e39a1 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"11e39a1\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-228ee4d\" data-id=\"228ee4d\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-7e5119f elementor-widget elementor-widget-text-editor\" data-id=\"7e5119f\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p><b><span data-contrast=\"none\">The SDA Bocconi Commercial Excellence Lab Research<\/span><\/b><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true}\">\u00a0<\/span><\/p><p><span data-contrast=\"none\">Completed just a few months ago, the CEL research provides a clear snapshot of the current state of sales performance management processes. It surveyed a large cross-industry sample of 330 companies operating in Italy.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true}\">\u00a0<\/span><\/p><p><span data-contrast=\"none\">Within the broad scope of the study, this article focuses on the distinguishing features of top performers defined as companies that, over the past three years, achieved commercial results significantly above their sector averages.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true}\">\u00a0<\/span><\/p><p><span data-contrast=\"none\">Specifically, we will examine:<\/span><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true}\">\u00a0<\/span><\/p><ol><li aria-setsize=\"-1\" data-leveltext=\"%1.\" data-font=\"Times New Roman\" data-listid=\"1\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;multilevel&quot;}\" data-aria-posinset=\"1\" data-aria-level=\"1\"><b><span data-contrast=\"none\">How top performers prioritise various commercial processes<\/span><\/b><span data-contrast=\"none\">, and<\/span><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true}\">\u00a0<\/span><\/li><li aria-setsize=\"-1\" data-leveltext=\"%1.\" data-font=\"Times New Roman\" data-listid=\"1\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;multilevel&quot;}\" data-aria-posinset=\"1\" data-aria-level=\"1\"><b><span data-contrast=\"none\">The characteristics of the information systems they use to support commercial decision-making.<\/span><\/b><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true}\">\u00a0<\/span><\/li><\/ol>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-b359120 elementor-widget elementor-widget-spacer\" data-id=\"b359120\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-da6e6af elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"da6e6af\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-172e899\" data-id=\"172e899\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-213ba8b elementor-widget elementor-widget-text-editor\" data-id=\"213ba8b\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p><span data-ccp-props=\"{}\">\u00a0<\/span><b><span data-contrast=\"none\">Key Commercial Processes<\/span><\/b><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true}\">\u00a0<\/span><\/p><p><span data-contrast=\"none\">While exogenous factors certainly influence performance (e.g., the spike in demand for disinfectant products during the pandemic), endogenous factors are equally important. These include deliberate choices to invest, or not invest, in key levers, processes, and resources.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true}\">\u00a0<\/span><\/p><p><span data-contrast=\"none\">Looking at commercial processes specifically, the research shows the relative importance (on a scale from 1 to 10) that top performers attribute to each one.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true}\">\u00a0<\/span><\/p><p><span data-contrast=\"none\">The data highlights a clear trend: among the six critical processes for managing sales performance,\u202f<\/span><b><span data-contrast=\"none\">two stand out above the rest &#8211; commercial planning and incentive\/reward management, both scoring above 8.<\/span><\/b><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true}\">\u00a0<\/span><\/p><p><span data-contrast=\"none\">To further clarify what differentiates top performers from the rest of the sample, the study also measures the absolute differences in perceived importance between the two groups across these same processes.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true}\">\u00a0<\/span><\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3fe2a58 elementor-widget elementor-widget-spacer\" data-id=\"3fe2a58\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-7736bda elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"7736bda\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-3976d90\" data-id=\"3976d90\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-40417f2 elementor-widget elementor-widget-text-editor\" data-id=\"40417f2\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h5>Chart 1: How important do you think each of the following activities is for your company?<\/h5><p>Scale from 1 = not at all important to 10 = extremely important<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-33b0746 elementor-widget elementor-widget-image\" data-id=\"33b0746\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.15.0 - 20-08-2023 *\/\n.elementor-widget-image{text-align:center}.elementor-widget-image a{display:inline-block}.elementor-widget-image a img[src$=\".svg\"]{width:48px}.elementor-widget-image img{vertical-align:middle;display:inline-block}<\/style>\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"534\" src=\"https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/12\/ChatGPT-Image-Dec-4-2025-10_42_23-AM-1024x683.png\" class=\"attachment-large size-large wp-image-119260\" alt=\"\" srcset=\"https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/12\/ChatGPT-Image-Dec-4-2025-10_42_23-AM-1024x683.png 1024w, https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/12\/ChatGPT-Image-Dec-4-2025-10_42_23-AM-300x200.png 300w, https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/12\/ChatGPT-Image-Dec-4-2025-10_42_23-AM-768x512.png 768w, https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/12\/ChatGPT-Image-Dec-4-2025-10_42_23-AM.png 1536w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-de4d4f7 elementor-widget elementor-widget-text-editor\" data-id=\"de4d4f7\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p>\u00a0<\/p><p><span style=\"font-weight: bold;\">Two processes stand out as most important:<\/span><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true}\">\u00a0<\/span><\/p><ul style=\"font-size: 18px; background-color: #ffffff;\"><li style=\"font-size: 18px;\" aria-setsize=\"-1\" data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"2\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;multilevel&quot;}\" data-aria-posinset=\"1\" data-aria-level=\"1\"><span style=\"font-weight: bold;\">Commercial planning<\/span><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true}\">\u00a0<\/span><\/li><\/ul><ul style=\"font-size: 18px; background-color: #ffffff;\"><li style=\"font-size: 18px;\" aria-setsize=\"-1\" data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"2\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;multilevel&quot;}\" data-aria-posinset=\"2\" data-aria-level=\"1\"><span style=\"font-weight: bold;\">Incentive and reward management<\/span><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true}\">\u00a0<\/span><\/li><\/ul><p><span data-contrast=\"none\">A particularly striking finding is the much higher importance that top performers assign to managing rewards and incentives for sales teams, with a difference of more than half a point compared to the rest of the market.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true}\">\u00a0<\/span><\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-b63afae elementor-widget elementor-widget-spacer\" data-id=\"b63afae\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-265623c elementor-widget elementor-widget-text-editor\" data-id=\"265623c\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<h5>Chart 2: Value of the difference between the importance assigned by Top Performer companies vs. that of the rest of the sample<\/h5>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-07498cb elementor-widget elementor-widget-image\" data-id=\"07498cb\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"534\" src=\"https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/12\/ChatGPT-Image-Dec-4-2025-10_32_11-AM-1024x683.png\" class=\"attachment-large size-large wp-image-119263\" alt=\"\" srcset=\"https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/12\/ChatGPT-Image-Dec-4-2025-10_32_11-AM-1024x683.png 1024w, https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/12\/ChatGPT-Image-Dec-4-2025-10_32_11-AM-300x200.png 300w, https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/12\/ChatGPT-Image-Dec-4-2025-10_32_11-AM-768x512.png 768w, https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/12\/ChatGPT-Image-Dec-4-2025-10_32_11-AM.png 1536w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-6cd46c2 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"6cd46c2\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-973558a\" data-id=\"973558a\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-83a2392 elementor-widget elementor-widget-text-editor\" data-id=\"83a2392\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p>&nbsp;<span style=\"font-weight: 700;\">The message is clear:<\/span><span data-contrast=\"none\">\u202feffectively motivating the salesforce through appropriate incentives is crucial to driving positive sales results. Companies aspiring to become top performers should place far greater focus on this area.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true}\">&nbsp;<\/span><\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-786ae2a elementor-widget elementor-widget-text-editor\" data-id=\"786ae2a\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p><b><span data-contrast=\"none\">Process Management Capabilities<\/span><\/b><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true}\">\u00a0<\/span><\/p><p><span data-contrast=\"none\">Once the importance of each process is established, the next logical question is:\u202f<\/span><i><span data-contrast=\"none\">How well are companies, especially top performers, actually managing these processes?<\/span><\/i><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true}\">\u00a0<\/span><\/p><p><span data-contrast=\"none\">The research sheds light on this, revealing both expected and surprising results.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true}\">\u00a0<\/span><\/p><p><span data-contrast=\"none\">As one might expect, there is a strong correlation between a company\u2019s commercial performance over the past three years and its management capabilities across all processes. Mediocre sales results consistently align with mediocre process management.<\/span>\u00a0<br \/><span data-contrast=\"none\">Conversely, top performers express significantly higher satisfaction with their management capabilities.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true}\">\u00a0<\/span><\/p><p><span data-contrast=\"none\">Another clear insight is that\u202f<\/span><b><span data-contrast=\"none\">all companies (top performers included) have considerable room for improvement<\/span><\/b><span data-contrast=\"none\">.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true}\">\u00a0<\/span><\/p><p><span data-contrast=\"none\">Interestingly, even processes identified as critically important by top performers, such as commercial planning and incentive management, show only moderate management effectiveness. This highlights a strong need for further enhancement even among the best-performing companies<\/span><\/p><p><span data-contrast=\"none\">\u00a0<\/span><\/p><h5>Chart 3: How well do you think your company currently manages each of the following activities?<\/h5><p>Scale from 1=very poorly to 10=very well<\/p><p>\u00a0<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-0fe0bf8 elementor-widget elementor-widget-image\" data-id=\"0fe0bf8\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"800\" height=\"534\" src=\"https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/12\/ChatGPT-Image-Dec-4-2025-10_24_31-AM-1024x683.png\" class=\"attachment-large size-large wp-image-119256\" alt=\"\" srcset=\"https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/12\/ChatGPT-Image-Dec-4-2025-10_24_31-AM-1024x683.png 1024w, https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/12\/ChatGPT-Image-Dec-4-2025-10_24_31-AM-300x200.png 300w, https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/12\/ChatGPT-Image-Dec-4-2025-10_24_31-AM-768x512.png 768w, https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/12\/ChatGPT-Image-Dec-4-2025-10_24_31-AM.png 1536w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2a25264 elementor-widget elementor-widget-spacer\" data-id=\"2a25264\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-96f107c elementor-widget elementor-widget-spacer\" data-id=\"96f107c\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-16812b8 elementor-widget elementor-widget-text-editor\" data-id=\"16812b8\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p><b><span data-contrast=\"none\">Information Systems Used by Top Performers<\/span><\/b><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true}\">&nbsp;<\/span><\/p>\n<p><span data-contrast=\"none\">To conclude the analysis, we turn to a theme that is increasingly central to business management:\u202f<\/span><b><span data-contrast=\"none\">the data-driven approach<\/span><\/b><span data-contrast=\"none\">.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true}\">&nbsp;<\/span><\/p>\n<p><span data-contrast=\"none\">While this topic is widely discussed, its importance is often assumed rather than demonstrated through empirical data. This becomes particularly problematic in commercial areas, where the cultural barrier is often high: the intuition and experience of salespeople and commercial leaders have traditionally been viewed as the decisive factors in achieving targets.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true}\">&nbsp;<\/span><\/p>\n<p><span data-contrast=\"none\">However, the study shows that the most effective approach is not data\u202f<\/span><i><span data-contrast=\"none\">versus<\/span><\/i><span data-contrast=\"none\">\u202fintuition &#8211; but a\u202f<\/span><b><span data-contrast=\"none\">combination of both<\/span><\/b><span data-contrast=\"none\">.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true}\">&nbsp;<\/span><\/p>\n<p>Chart 4: What stage of development are your commercial reporting, planning, and control systems currently at?<br>Key<\/p>\n<p><img decoding=\"async\" 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SUlZVlVMaNGzdKZTKlurqaIiIiTMameF5T84O1+tXnviOPOXHecHFxobNnzxrFk7V7iqm+Nyy3ubnJEvGNX3l8m7u\/m6uPmC5nan6x1rfy+Jf\/W05eB\/GaYpzIx0Jd2lxOfu6LFy+Su7u7tFA2dW7DMSAy15fy+Ub+7GNubNblPmgtzs2VTWRt\/iAT9w+xncQ+tBazth5vrg51HavWYrKu9x5LcxD783sitoYSEZo2bYoXXngB\/\/znP3H06FEcP34cQ4YMqbU9xxwPDw8IggB7e3s4OjrKk2txc3ODo6MjHB0dodPpoFarodPpAAD29vby7EaIyGjbh6gu57Szs5O2Z9SFk5MTXF1dpf8XlZaW4urVqygvL0f37t0h1PxSpF6vR3Z2NrRaLYKDg3H+\/HkcOnQI+\/fvh06nQ9++fQ3ObszR0VEqt3gtw203rVu3Ro8ePaR\/i9uL\/P39gZqtGG5ubtDr9bh9+zY6d+6MoKAgHD58GMeOHcOhQ4fQpUsX\/OUvf5HOIRK3qXXr1g1KpRJKpRLdunWT0sVfn9y0aRMUCgXs7e2xY8cOFBUV4fbt21I+ABgwYADi4+Nx584djB07Fs7Ozli2bBlKSkpw9epVtGrVCt7e3gAAV1dXODk5IT8\/3+gX4by8vICarblqtRpeXl5o0qSJtA1EVJdymWK4lUWn0+Hrr79Gu3btsHjxYnh6emLkyJG4c+eO1NZz5syBIAhwcXHByZMna5XbkqqqKpNxXBfm4tEUMUZtae\/BgwfXGjOoQz+I22pcXFwgCAK6d++O8vJygzNZJ\/alGIOCIMDDwwMw+N4d6tgGpojHODo6ws3NzWKs3G9\/wWB7mLhFysPDA9euXZNnq7e69LMhlUoFBwcHwKBNDLfY\/pHzTX5+PgoKCnDt2jXpXvPKK68AslgQJScn469\/\/Svs7OygUCjM\/sphbm4ubty4AR8fn1o\/6GGtfqK63HdEYvuK98uKigqUlZUZ5bF2TzGnLnNTRkYGgoKCpO1vc+bMMUoXmbu\/i9t+xTZydnZGhw4dpHRzDOeXuvatnK11ENvc0liob5uL53ZwcIBKpUJJSUmtbdglJSW4dOmS0bisK3PPPvKxWZf7oK1xbo21+QMG9w+xnUS2xqy1463VwdaxamtMWrr32DoHsT+\/J2IhiJpBMHToUFy4cAF\/\/\/vf0bhxY\/Tp00ee7Q\/1n\/\/8BwBw48aN+\/4Z\/KqqKty+ffuB7dd2dHSEp6cnXFxckJKSgpycHOm\/xYsXQ6jZP25vb4+EhAScPXsWffr0sfgrjqWlpaisrAQRSQtyS7+w165dOwDAsWPHAADl5eXIy8uDUqmEs7MzHBwcMGjQIOTm5mL16tW4cuUKXnnlFTRr1kx2JkjlOnHiBPR6PYjI6Acxnn76aQDApEmTjOqamZmJZ599VsqHmth65513cOfOHXz99dcQBAEJCQkoKyuDp6cncnJycPHiRaDmzyQUFRVBq9WicePGRuexRV3KJcrKypK+iyB+x0bUu3dvnD17Fr\/99hs6dOiArVu3IiUlRWrrxYsXG13nxIkTtR4oDZWVlUnfw718+TLy8vLkWR4aMUYfZHubs3DhQixatAjDhw\/H5cuXkZiYaHTjtoXYl4YxKI6D1q1by3LXX1FREVAz3vLy8uDk5ARnZ2cp\/dq1aygtLYVer8evv\/5qcGT97NixAzNmzEDHjh2RkZGB1NRUuLu7y7PVW337+d69e9Ji\/cqVKwBgcm4QPcr5RqvVwsXFBX5+fjh37pzRmJs0aZLBmf67OImMjER2djb279+Pa9eu4eWXXzbKI9JqtXB2dsb58+elcSmyVr\/7IY+5xo0bQ61WG+Wxdk8xx9a56c6dO4iKikJKSgpWr16NnJwczJw50+BM1j311FOAQRsVFxcjMzNTlsuyuvStXFFRkc11ENvc0liob5vLz92kSZNabwI4OjrCw8MDOQbj0lZ1ffapy33wQcV5XecPQ7bGrDkPqg6i+4lJ1HEOYn9+T8xCEAC6d+8OFxcX7Nq1Cy+++CI8PT3lWf4Q4rtACxcuxPjx4zFkyBCzX3q21WuvvQYXFxds3bpVngR3d3c4ODhg586diI6Oxt\/\/\/nd5llocHR0RFhaGgoICvPnmm0hMTERiYiLmz5+PnJwcAJDeIT958iRKSkowYsQICBY+kTx58iSGDBmC4cOHY9WqVWjevDkCAgLk2SRDhgxBy5YtsXDhQoSHh6Nv37744YcfEBQUhM6dOwMAQkJCoNPp8M0338DFxQXBwcHy0wAAOnbsCJ1Ohx07diA0NBSDBw82ekerS5cu8PPzw6pVq\/DZZ5\/h3\/\/+N1asWIGvvvqq1g3whx9+QL9+\/bBhwwbcuHEDSqUSLVq0gIuLC8aMGQO9Xo\/IyEhER0cjJCQEhYWFGDlyZL0m8LqUS61Wo2XLlsjMzMSYMWMQHh6OhQsXSul5eXkYMGAAPvvsM5w+fRoqlQoqlQoajQb9+vVD8+bN8cEHH2Dt2rVITk7GwoULcfDgQaNPxgyJD03Tp0\/H+PHjERkZCb1eL8\/20Dg6Oj7w9jZHfDc8KysLhw8fxty5c3Hv3j0p3ZYx1r17d3Tr1s0oBpcuXQpfX1\/07t1bnt2kTz\/9FAqFAgcPHpQnScTxEhoaivT0dHTt2hUtW7aEi4sLnJ2dcejQIURHRyM0NBQ7duwwOvaZZ54BACxbtgzjx4\/H9u3bjdJNEd\/Rz8\/PR0pKCubNm1fv+Ux8Z7usrAzTpk3DW2+9hWvXrtWrn3NzczFkyBBER0djzpw5UCgUGDx4sDyb5FHON1qtFoMHD8aZM2cwZcoU\/Otf\/8L333+Pjz\/+uNYnaeKnJqWlpTh16hSWLl2KvXv3GuURtWjRAj169JDq\/uqrr+K5557Dvn37bKpffYnnDAsLQ3p6Onr06FHrTUFr9xRTfZ+RkWHz3FRdXY2qqiro9Xqkp6dj8+bNWLFihVEZrOnVqxdUKpVUn4EDB+Lnn3+WZ7OoLn0rV5c6vPnmm4iOjkZYWBgKCwvx4osv1npj1VqbmyOee+TIkSgsLESfPn2kT4pETZo0QWBgoDQux48fj8DAQCQkJJjty\/o++9TlPvig4ryu84chW2PWnAdVB9H9xCTqOAexP78naiHo6emJF198EQDw8ssvPzY\/zTx48GBMnToV+fn5WL9+PV566SW89dZb8mx14urqikaNGhltcxF17twZ48aNQ1FRETZs2GDzu3cTJ07Epk2bkJ+fjwkTJmDChAn49ddfpb\/75uDggDFjxgA1E\/Xzzz8vO4OxPn36QKfTYfv27dBoNNiwYQP8\/Pzk2SRPP\/00Dh48iC5dumD79u1ISUnB8OHDsWHDBulPDrRp00b6pLdv377Sg6zcU089hdWrV6NFixbYt28fmjVrho8\/\/lhK12q12L9\/P15++WUsXboU4eHhSEhIMLmwVavVSEtLw4QJEzBjxgw89dRTWLJkCZo1a4ZRo0Zh06ZNKC8vx4YNG1BUVIT4+HhMmTJFfhqb1KVczZo1Q1xcHHx9fbF\/\/378\/vvvWL58ufTpjFKpREVFBebMmYNXXnkFly9fRkJCArp37w4\/Pz8kJyejU6dO+OCDDzBq1Ch8++23Fm9ar7\/+OsLDw3H+\/Hls3rwZb7zxBgYNGiTP9lA96PY254033kDPnj2RmJiId999F++8847RDgNbxpirqyu+++47hIeHY9++fdi3bx969uyJXbt22fSJoPgJno+Pj8ntiKjZzhQbG4vff\/8dx44dQ8+ePbF8+XI4ODigTZs2SEhIgKurK3bs2IFbt25h1apVRvNicHAwQkJCcPXqVaxfv77Wp0qmDBo0CBEREUhLS8Mbb7yB4OBgvPbaa\/JsNhEEAdOnT0erVq3w888\/Y+fOnbh79269+rlz58548cUXsXHjRlRWVuLLL7\/ESy+9JM8meZTzjSAI+Oyzz\/D555\/jxIkTeOWVVzB58mRcuXKl1ifNTz31FD788EMQEWbMmIHMzEysW7fO5N\/fVCqV+Nvf\/obhw4fj3LlzWL16NfLz89G8eXOb6ldfU6ZMwe+\/\/46ff\/7ZKObkLN1TzPW9rXOTs7Mz5s+fD1dXV8TGxmLnzp345ptvai2OLPH398eiRYugVCrx3XffoUePHpgwYYI8m0V16Vs5jUZjUx1atmyJefPmISkpCefPn0dERATmzZtn8r5gqc1NUalUePPNN5GUlIQzZ85YPPe7776LadOm4fr16\/jqq6\/w22+\/oXXr1mb7sr7PPnW5Dz6oOK\/r\/GHI1pg150HVQXQ\/MYk6zkHsz0+geuw93NXpRZTnPrgtY13jP8HTo+\/v75ixB2Pjxo0YPXo05s6di48++kieDNRsT+zVqxe6deuGvXv31msiY6yhy8vLQ48ePTB69GizY43996fQxe\/WHDt2jP9G2EMUFxeHmJgYxMbGYtasWfJk9oSJjo7Ghg0bsHv3bps\/\/fqz4fmDMcueqE8E2cOTlJSE8PBwjBs3Ds2bN0d4eLg8C2PsAXJzc8PFixd5EcgYY4yxPwQvBBkA4NSpU9i+fTu8vb2xfft2i1s8GWOMMcYYY0823hrKGGOMMcYYYw0MfyLIGGOMMcYYYw0MLwQZY4wxxhhjrIHhhSBjjDHGGGOMNTD1+o7ghW+2yF+6b\/X9jmBlZSU+\/PBDfP7556iurkZAQAB27doFFxcXAEBGRgaCgoLQo0cPfPPNN2jcuLH8FEyGf0K8\/uoab0\/az3vXtX51tW7dOkyYMAFr1qzB2LFj5cmMMcYYY+wBqdcngk+PHvnA\/6uv48ePIz4+HlqtFuPGjcOkSZOkRSAA2NnZwcvLC56enjb\/AfrLly8jJiYGly9flic9MraUwZY81qSlpSEmJgaFhYXyJFYP9Ym3J8mDrJ+p2FOr1XjmmWeg1WqN8jLGGGOMsQerXgvBx8nt27eh1+vRt29frF27FiNHGi8qvb29kZKSgoSEBJsfXPfu3YslS5bg1q1b8qRHxpYy2JLHEiLCmjVrsHnzZpSXl8uTWT3UJ96eJA+qfuZib8SIEUhPT0dISIhRfsYYY4wx9mA99gvB0tJSTJ8+HSqVCoIgQKfTYevWrSAiHD9+HOPHjwcAbNiwAYIgYM+ePUbHp6amwtHREYGBgSgpKUFcXBxcXV2xceNGtG\/fHoIgQKvVIikpCQCwcuVKvP322ygrK0PXrl3h6OiI1NRUVFZWIiEhAc7OzrXKgZotfn5+fjhw4ADat28PLy8vXL9+HRkZGejVqxcEQYCdnR1GjBiB3NxcAEBycjI6duwIQRAgCAI6duyI1NRUs2UwZC6PvJzOzs5ISEhAZWWl0fF6vR7vv\/8+li5diqtXr6JVq1ZSmUV3797Fs88+W6uNICu7SqXC9OnTUVpaKqUbktezT58+yMvLs1pWsU2\/\/vpraLVaCIKAXr164dixY1KbOjs7Y9OmTQCA69evw8vLC6+\/\/jree+892NnZwc7ODu+99x527twpneO5557Df\/7zH6Bma\/H99qsgCOjUqRPOnj1bK96uXLmCoUOHSvHr7OyML7\/8ElVVVQYtZJq8bPL2EWP5wIED6NWrF5ycnJCamors7GwEBQVJZRP\/i46Oxt27d\/Hhhx\/Czc0NQk1MRkZGoqCgwOic5saHvH7R0dEmr1NVVYXVq1ejTZs20utBQUG4fPmyxdiLi4uDIAiIi4sDrIx\/mImR9u3bIy0tTWpHxhhjjDFmAj3GqquraerUqQSA\/Pz8KCoqipycnEihUNCuXbsoOzubZs6cSQCoZ8+etG3bNsrOzjY6x8mTJ0mtVlPv3r2puLiYYmNjCQApFAoaNmwY9e\/fnwBQhw4d6MaNG3T48GHy8fEhpVJJsbGxtHPnTrp16xYtX76cANDAgQNp\/fr11LlzZ1KpVJSSkkJERFFRUdJ5HR0dacSIEXTp0iXy8\/MjtVpN8fHxFBMTQwqFgkaOHEm3b9+m3r17k0qlos8\/\/5wWLFhAwcHBlJmZabYMhszlEcvp6elJUVFR5OnpSQAoPj7e6PjKykr67rvvSKPRkEajoVWrVlFiYiKVlZVZbaPff\/+dmjdvTh4eHrRy5UoaO3YsAaC5c+caXYOIpLz29vYUFhZGw4cPp1dffZUqKyutllVsU7VaTaNHjyYfHx8CQAAoICBAKlfbtm0pNzeXcnJypHP4+PjQ6NGjSa1WEwDp+uI5xo8fT0R0X\/0KgEJCQigqKoqGDh1KhYWFteKtsLCQhg4dSjNnzqSVK1eSh4cHKRQKOnTokNH5d+\/ebdBq\/2WtfcR+srOzI3t7ewoICKCrV69SaGgoqdVq2rVrF\/3jH\/8glUpFAwYMoOLiYiIiWrBgAQ0fPpzWr19PAwcOJAD09ttvG53TXN\/L63fs2DHatm0b\/eMf\/6C+ffsalW\/r1q3Ut29fWrNmjRQjoaGhVFxcbDX2YmNjrY5\/MhEj\/v7+Un+Wl5dLbckYY4wxxow91gvB3Nxcatu2Lbm7u9PFixeJiCgpKYkEQaBhw4ZRZWUl7d69mwBQVFSU\/HAiCwvBSZMmUXV1NRUUFFDXrl3J09OTcnJyqLi4mHr37k1qtZpOnjxJREQlJSUUHBxMDg4O9MsvvxAR0ZEjR0ipVNLs2bOJDB5IJ06cSPfu3SMiosTERAJAERERVF1dTZWVlTRs2DByd3en06dPU+\/evQkAjRw5ks6cOUPV1dVERCbLIGcqj1hOpVJJR44cISKi06dPk0ajoa5du1JBQYHROcSFk1h3kbU2SkhIIAC0YMECIiIp3dQ1xLxiO4lsKavYpkuWLCEyaE+xL4uKiiggIEBqA7E+Go2GTp8+TURE48ePlxYWRES\/\/PILOTg4UO\/evSkvL++++lWMQUPyeJNbsGABwWDhZ24haEv7iP0UHBxMhYWFRER08+ZNevbZZ6W+Etvk2WefpZs3bxpdgwzaQxw\/1vreXP127dpFCoWC+vTpY7LeWVlZpNPppOOsxV5sbKxN418eIxcvXiR3d\/da5WOMMcYYY8Ye662h+fn5KCgogI+Pj\/TjES1atICDgwNu3ryJiooK+SE28\/DwgCAIsLe3h6OjozzZSGlpKa5evYry8nJ0794dgiCgZ8+e0Ov1yM7ONso7ePBg2NvbAwAuXLgAANi0aRMUCgXs7e2xY8cOFBUV4e7du1i1ahX8\/f2xZcsW+Pn54cUXX6x1vroQy9mqVSt4e3sDAFxdXeHk5IT8\/Pw6t5e5NsrIyAAAzJkzB4IgwMXFBSdPnjR5jbNnzwIA\/P39jV6vS1m9vLwAAFqtFmq1Gl5eXmjSpIm0tVHOyckJrq6uAIBnnnkGANChQwcAgEKhgCAIwH3067lz5wAA3bp1s\/o9OfFXNsWtjXPmzJFnMaku7dOnTx80a9YMANCsWTN06NABubm5+Pnnn\/Hzzz8jNzcXbdu2haOjo7TV0sXFBYIgoHv37ia\/H2qu7025cuUKZsyYAW9vb6xevRpNmjSRtrXqdDoIggAPDw9cu3ZNfqhFdRn\/Yow4ODhApVJJrzPGGGOMMdMe64WgVquFi4sLzp8\/j\/z8fADAjRs3UF5ejubNmz\/wn643x9HREZ6ennBxcUFKSgpycnKk\/xYvXizPLnn66acBAJMmTTI6JjMzE88++yzatWuHo0ePIjMzEwMGDMDRo0fxj3\/8Q34am4nlzMnJwcWLFwEAt27dQlFREbRa7QNrr3bt2gEAFi9ebFSvEydO1Pq1R3EhduzYMaPXH1VZLalvv4p1OnHiBPR6vTxZUlRUhKioKKSkpGD16tXIycnBzJkz5dlMqm\/7KJVKfPTRR2jRogWGDx+OkSNHIjQ0FMuXL0fjxo2xcOFCLFq0CMOHD8fly5eRmJh4XwunO3fuYPz48bhy5QrWrl0rLch27NiBGTNmoGPHjsjIyEBqairc3d3lh1v0oMb\/nTt3an1HljHGGGOsoXvsF4IRERHIzc3FkCFDEB0djREjRkAQBERFRVn9NKY+HB0dodPpUFZWhmnTpuGtt97CtWvXEBYWhoKCArz55ptITExEYmIi5s+fj5ycHPkpJF26dIGfnx9WrVqFzz77DP\/+97+xYsUKfPXVV7h79y5Gjx6NWbNm4fjx49KnVK1atTJZBvFTOJGpPNeuXcOYMWOg1+sRGRmJ6OhohISEoLCwECNHjoSzs7PROZo0aQJPT09cvXoVEydOxPTp0236BdJ+\/fqhefPm+OCDD7B27VokJydj4cKFOHjwYK1P6Hr16gWVSoWFCxciPDwcI0aMwNChQ0FEdSrrw6BWq+vVrx07doROp8OOHTsQGhqK6Oho+Pv7G\/3QDgBUV1ejqqoKer0e6enp2Lx5M1asWGGUxxxHR8d6t8+qVatw+\/Zt\/P3vf8fWrVsRHh6OoqIiEJG0IMrKysLhw4cxd+5c3Lt3T34KmxARVq5ciX\/+858IDAxEbm4utm\/fjsOHD0vnzM\/PR0pKCubNmyf9SBJsjL0HMf6TkpKg0WgQFRVlcdHOGGOMMdbQPNYLQUEQMHv2bHz++efIzMzEhg0b0KRJE2zatOmh\/fFtQRAwffp0tGrVCj\/\/\/DN27tyJu3fvYuLEidi0aRPy8\/MxYcIETJgwAb\/++isaNWokP4VEq9Vi\/\/79ePnll7F06VKEh4cjISEBgiBAqVRCoVAgPj4eo0aNwo8\/\/oiYmBgMHTrUbBkMmcszatQobNq0CeXl5diwYQOKiooQHx+PKVOmGB0PAE2bNsU777wDBwcH7Nu3D4cPH7bp1yz9\/PyQnJyMTp064YMPPsCoUaPw7bff1loEomZL6IYNG9CiRQts374d27dvR6tWraBUKutU1oelPv361FNP4dtvv4Wfnx\/27duHDRs2wNnZGQ4ODkb5NBoN5s+fD1dXV8TGxmLnzp345ptvoNFojPKZU5\/2qaqqgp+fH+7evYspU6YgPDwc4eHh8PHxwdatW\/HGG2+gZ8+eSExMxLvvvot33nkHffr0kZ\/GJmVlZUhMTAQAHDhwAMOHD0d4eDg++ugjvPTSS4iIiEBaWhreeOMNBAcH47XXXpOOtSX2HsT4V6vVaNSokbRVmDHGGGOM\/ZdA4u+wM8aeeFu2bEFkZCQ2btyIkSNHQhAEpKamIigoCC+\/\/DK+\/vpr+SGMMcYYY6wBeqw\/EWSM1c2dO3dQXV2NQ4cO4cKFCzh48CDi4+NRUlKCAQMGyLMzxhhjjLEGij8RZOxPpLS0VPpj7eL3Af38\/DBv3jz8z\/\/8j\/RdVMYYY4wx1rDxQpAxxhhjjDHGGhjeGsoYY4wxxhhjDQwvBBljjDHGGGOsgeGFIGOMMcYYY4w1MLwQZIwxxhhjjLEGhheCjDHGGGOMMdbA8EKQMcYYY4wxxhoYXggyxhhjjDHGWAPDC0HGGGOMMcYYa2B4IcgYY4wxxhhjDYxARCR\/0ZqqzBPyl+6bXdtu8pcYY4wxxhhjjD0E9VoIlsf2ARXny1+uN\/vQD2HfbZj8ZcYYY4wxxhhjDwFvDWWMMcYYY4yxBoYXgowxxhhjjDHWwPBCkDHGGGOMMcYaGF4IMsYYY4wxxlgDwwvBOpo1axYaN26M5ORkeZLNbt26hW7duqFbt264deuWPPmRSE1NhaOjIwIDA1FSUiJPfqSio6MhCAL27Nlj8t8PCxFh+fLlUKvVEAQB3t7euHDhgjwb+wOVlJQgMDAQXl5euH79ujz5ofozjPX7jfHr16\/Dy8vrD2n\/P4vKykq89957sLOzgyAI6NmzJwoKCqT0devWwc7ODuvWrTM6jpn3qO4Rf0Z1jbcnra0zMjKg0+kQHh6OiooKefJ9exD3BcYeJ4\/9QjAuLg6CIEj\/qVQqDBo0CGfPnpVnfSScnZ3h7e0NjUYjTzKpoqICCxcuRFJSkvSanZ0d3Nzc0KZNGzRq1Mgo\/8NgqgwMuHTpEubPnw9BEDB69GhMnToVbdq0kWdjdfBnirUncazLcYz\/8Y4fP474+HhotVqMGzcOkyZNgouLi5SuVqvxzDPPQKvVGh1nyeXLlxETE4PLly\/Lkx4ZW8qQlpaGmJgYFBYWypNs9iDOwf5PfeLtSWJnZwcvLy94enpCqVTKk+vEVOzV9b7A2OPusV8Iirp06YKJEyeiU6dO2LdvHzp37vyHvEMVExODM2fOoFOnTvIkky5cuIBPP\/0Up06dkl7TaDTYu3cvtm3bhiZNmhjlfxhMlYEBt2\/fRlFREbp164Zly5ZhypQp933jaOj+TLH2JI51OY7xP97t27eh1+vRt29frF27FiNHjjRKHzFiBNLT0xESEmL0uiV79+7FkiVL\/pBPmUXWykBEWLNmDTZv3ozy8nJ5sk0exDmYsfrE25PE29sbKSkpSEhIuK+5zlzs1fW+wNjj7olZCIaHh2PVqlU4ceIEtmzZAr1ejwULFuDOnTsAgOTkZHTs2FH61HD69OkoLS2tlSYIAjp27IjU1FSTaX369EFeXh7i4uLg6uqKAwcOoFevXnByckJqamqtbRLR0dFo2bIlFi9eDK1WC0EQMHz4cOTm5uL06dMIDQ1FYWEhYmJiIAgC4uLiTG63MiyHnZ0dRowYgdzcXMBgG2dsbCwiIyOlPO+99x4qKytRUVGB8PBwtGjRAr\/99ltNi\/2XuTKImjZtiilTptQ6JwCUlpZi+vTpUKlUUrslJyejvLwc\/fv3h0KhwP79+wEAd+7cgb+\/Pxo1aoSjR49K5weAK1euYOjQodJ5nJ2d8eWXX6Kqqsoonznycuh0OmzduhVEhG+\/\/RaCIODTTz8FABw8eBAKhQKurq44d+4c9Ho9wsLC4OjoKPU5AFy8eBHjxo1DWVkZkpOT0bRpU8TFxaGyshIJCQlwdnaWypqQkCC1ibm4MGStvtHR0fDz88PXX38txUz79u2RlpZmdB5RamoqAgICpK1lOp0Oe\/fuhfgnQDMyMtCrVy8INTHcqVMnnD17tlZdVCoV5s2bB71ej+joaKM2EWNS3Cpsrp6W6mYp1iyNT0PyrYyjRo2q9UmApXPJx\/OfbazLyfvYMF7NxbghsXyDBw\/GO++8Azs7O6jVaqOYBwCtVosvvvhCisHIyEhp7pWXwXB8iud\/\/fXXjbZHWjre3JjbuHEj2rdvD6FmvBw6dEhqI5VKhbi4OOj1ekA2JurTxtbGnCFL89Px48cxfvx4AMCGDRuM4kkk7noR+8ZUfbVarfRJ88qVK\/H222+jrKwMXbt2lcaxvB1N9cPkyZOl8RUdHQ1YaSv5mBHHk7kyiPR6Pd5\/\/30sXboUV69eRatWraQxIC+nvL9tOQcAODg44NSpU9DpdFJMGM6hluYJOXk9xbnBUt\/CzFzeq1cvHDt2TGpTZ2dnbNq0CTATe2q1GsuWLcOyZcukeW\/QoEG4ceMGYGJ81KdfBYP7gjzeLM3p1sjLJu9Lc3NrWlqaUXuL\/8XFxVktj6k2N+x7sY3Fe5k4jxv+Fx0djaqqKqxevRpt2rSRXg8KCsLly5ctxp78vlCfGJHHKmN\/KKqHss9eotLZzz6w\/+79sl1+CUlsbCwBoNjYWOm1GzduUIcOHahp06aUlpZGv\/\/+OzVv3pw8PDxo5cqVNHbsWAJAc+fOpeLiYurduzepVCr6\/PPPacGCBRQcHEyZmZnScfb29hQWFkbDhw+nV199lSorK6Xr2tnZkb29PQUEBFBeXh5FRUURANq9ezcRkfRvJycnioqKIj8\/PwJAU6dOpaysLIqIiCAAFBERQdu2baOzZ89STk4OeXp6kqenJ+Xk5NQqR0BAAAGgPn36UHFxMZ08eZLUajUBIH9\/fxo9ejSp1WoSBIF+\/PFHKikpoeDgYFKpVJSSkmLQekTZ2dkmy2DtnNXV1TR16lQCQGPHjqWVK1eSh4cH6XQ6yszMpM2bNxMAmjRpElVXV1NKSgqpVCrq168flZWVGZWhsLCQhg4dSjNnzpTOo1Ao6NChQ0QGbShv0927dxuVw8\/Pj6KiosjJyYkUCgXt2rWLzp49Sy4uLjRw4EAqLy+n2bNnk0ajIaVSSTt27KDs7Gzy8vKirl27UkFBgVSmW7duUUJCAimVSvLx8aFvvvmGzp49S8uXLycA5OnpSVFRUeTp6UkAKD4+nsggHuVxYcjW+qrVaho9ejT5+\/sTAKkOcpmZmRQcHEwLFiyg+Ph4UqvVpNVqKT09nfLy8qSYCwkJoaioKBo6dCgVFhYa1WXcuHEUFBREW7dulcqgVqvp5MmTRERSTPbu3ZuKi4vN1tNS3czFmqXxKSfGkXwsyMeKqXM1hLEuZylezcW4IbF8MDG+Dhw4YJTu4+ND48aNI3d3dwJAK1asMCrDwIEDaf369dS5c2dpLqrL8abqQAZjTqFQ0LBhw6TxIpZ52LBhpFAopPuBOCbUajXFx8dTTEwMKRQKGjlyJFVWVtrUxpbGnCFr81N2djbNnDmTAFDPnj1p27ZtlJ2dbXQO+T1OXt\/+\/fsTAOrQoQPduHGDDh8+TD4+PqRUKik2NpZ27txJt27dsqkfFAoFCYJALVq0oOXLl1tsq9u3b5sdT+bKIKqsrKTvvvuONBoNaTQaWrVqFSUmJlJZWZnV\/rblHNbmUEvzhJx8TIpzw7179yz2LZmYy318fKTYDAgIkPqubdu2lJubWyv2xNhFzbwSEREhjY+EhAQiG8eXuX6FifuCPN4szemGdRTnQUPW+tLU3Jqenk7PPvsseXp60tGjR+mLL74gADR58mS6d++ezeUx1\/diG4v3smPHjtG2bdvoH\/\/4B\/Xt29eofFu3bqW+ffvSmjVrpBgJDQ2l4uJiq7Fny\/OJLeVl7I\/2RC4ExQc+8UE2ISGBANCCBQuIiKigoIC6du1KXbt2paysLOrduzcBoJEjR9KZM2eourqaiEg6bvbs2dK5ReJ1g4ODqbCwUHpdPimK\/964cSMREV28eJHc3d2lm7ap8ssfDuXlKCsro379+pFSqaQjR45IE5uvry\/l5uYSEdHs2bONyiFOoKaYKoO1c+bm5lLbtm1Jp9NRVlYWERFt3LhRqmtubi75+vpKx8+dO5dg8HBnyYIFC0y2oal\/i+Vwd3enixcvEhFRUlISCYJAw4YNkx5W3N3d6cyZMzRw4ECKioqigIAAmjx5Mv34448kCAJNnjzZqAxk0AbiDUNcUIvtTkR0+vRp0mg00kLSXFxYYq6+S5YsITKIGbEcllRXV1NERIQU+4mJiQSAhg0bRpWVlVI+U3UxFGXjQtBaPeV1MxVrlsan4eKcDI4Xx4KYVz5WTJ2roYx1kak+lserPMblxPIZji9xnE+ePFlK12g0dPr0aaP02NhYqQwODg70yy+\/EBHRkSNHSKlU0uzZs20+3lIdxHYV33RKS0ujpk2bkpeXF2VnZ0tjQmwjcUxERERQdXU1VVZW0rBhw6Q61qWNycSYM2RtfqqsrKTdu3cTAIqKijI6ViSPG3l95WNAfv8jg1iw1g8KhYK2b\/+\/+62ltjp9+rTZ8WSqDHLy2CcbY9baOciGOdTSPCG\/hnxMimzpW3k5xPYUy1FUVEQBAQFSO8ljT2wPANLCYceOHVK83G+\/yu8LZCLe5ORzunweFNnSl6bm1vPnz1Pz5s2lNhLbZOjQoXT37l2ja5CF8pjre3Nz3q5du0ihUEhvusllZWWRTqeTjrMWe7Y8n5iKEXl5GfujPTFbQw1VVFTgxo0baNy4MdRqNTIyMgAAc+bMgSAIcHFxwcmTJ5Gfnw87OzusWrUK\/v7+2LJlC\/z8\/PDiiy8iOztb+sEZf39\/2RX+T58+fdCsWTP5y7U4OTkBNdtVVCoVSkpKam11MUcsv1gOBwcHuLm5Qa\/X4\/bt21I+Nzc3ODo6AgbXE9nb29tUTjlz58zPz0dBQQGuXbsGDw8PCIKAV155BQCQnZ0NrVaL4OBgnD9\/HocOHcL+\/fuh0+nQt29f6RyijIwMBAUFSVsn5syZI89illgOHx8f6cvtLVq0gIODA27evAmlUokXX3wRubm5+PHHH\/Hrr7+ib9++eO655\/C\/\/\/u\/OHToEIgIL730kvzUtZSWlkrbQLy9vQEArq6ucHJyQn5+vtEvkFmKC1vr6+XlBRjEjDnJycn461\/\/Cjs7OygUCmmbEQCcO3cOANCtWzej70OUlJTg0qVLRnWxpKqqyuRWIHk9ba2bIUvjU\/6rbpcuXQIMxoKzszM6dOggpVs6V0MZ66K6xKs1KpUKDg4OgMH1xK2b4muurq5G6TAoQ3l5Obp37w6h5lcx9Xo9srOzbT7eljqI85BWq4WzszPatGmDZs2aQRAEo9gXfxV106ZNUCgUsLe3x44dO1BUVGRzG1sac4aszU916QM5sb729vZSOc2xtR9at26NHj16SP+21FZ37941O57qqy79bQtzc6ileUJ+DXNzQ136ViyHVquFWq2Gl5cXmjRpAqFmu62cGHuOjo7Q6XRQq9XQ6XRAzb1cVN9+NXdfMKU+czrq2JeGc6ubmxu8vb1x9uxZ\/Pbbb\/jpp59QVlYGb29vqFQqm8tjru9NuXLlCmbMmAFvb2+sXr0aTZo0kba1iluLPTw8cO3aNfmhFtUnRmwpL2OP0hO3ECQifPXVVzh79iy6deuGNm3aoF27dgCAxYsXIycnR\/rvxIkT0Gq1aNeuHY4ePYrMzEwMGDAAR48exT\/+8Q8888wzAIBjx47JrlJ3RUVFQM3PxRcVFaFJkyZGE7olYvnFcpSXlyMvLw9KpRLOzs6y3KZVVlYaPbjdL61WCxcXF\/j5+eHcuXNG7Tpp0iQINd\/zsbe3R0JCAs6ePYs+ffrU+kXCO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https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/12\/ChatGPT-Image-Dec-4-2025-11_01_06-AM-1-768x512.png 768w, https:\/\/www.akeron.com\/vulki\/wp-content\/uploads\/sites\/2\/2025\/12\/ChatGPT-Image-Dec-4-2025-11_01_06-AM-1.png 1536w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-06dc00a elementor-widget elementor-widget-text-editor\" data-id=\"06dc00a\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p><span data-contrast=\"none\">The research highlights the maturity levels of commercial information systems across companies, and the differences are significant:<\/span><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true}\">\u00a0<\/span><\/p><p><b><span data-contrast=\"none\">Nearly half (48%) of top-performing companies report having predictive or prescriptive systems<\/span><\/b><span data-contrast=\"none\">, compared to just\u202f<\/span><b><span data-contrast=\"none\">22% of the rest of the market<\/span><\/b><span data-contrast=\"none\">.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true}\">\u00a0<\/span><\/p><p><span data-contrast=\"none\">This confirms the strategic value of advanced, data-driven systems in improving sales performance and strengthening decision-making processes.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true}\">\u00a0<\/span><\/p><p><b><span data-contrast=\"none\">Conclusions<\/span><\/b><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true}\">\u00a0<\/span><\/p><p><span data-contrast=\"none\">This research highlights several characteristics shared by the best-performing companies on the market, regardless of sector.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true}\">\u00a0<\/span><\/p><p><span data-contrast=\"none\">These include:<\/span><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true}\">\u00a0<\/span><\/p><ul><li aria-setsize=\"-1\" data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"3\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;multilevel&quot;}\" data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-contrast=\"none\">A stronger emphasis on\u202f<\/span><b><span data-contrast=\"none\">commercial planning<\/span><\/b><span data-contrast=\"none\">\u202fand\u202f<\/span><b><span data-contrast=\"none\">incentive management<\/span><\/b><span data-contrast=\"none\">\u202fcompared to other processes.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true}\">\u00a0<\/span><\/li><\/ul><ul><li aria-setsize=\"-1\" data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"3\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;multilevel&quot;}\" data-aria-posinset=\"2\" data-aria-level=\"1\"><span data-contrast=\"none\">Recognising that even top performers have\u202f<\/span><b><span data-contrast=\"none\">substantial room for improvement<\/span><\/b><span data-contrast=\"none\">\u202facross all analysed processes.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true}\">\u00a0<\/span><\/li><\/ul><ul><li aria-setsize=\"-1\" data-leveltext=\"\uf0b7\" data-font=\"Symbol\" data-listid=\"3\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Symbol&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\uf0b7&quot;,&quot;469777815&quot;:&quot;multilevel&quot;}\" data-aria-posinset=\"3\" data-aria-level=\"1\"><span data-contrast=\"none\">A clear commitment to investing in\u202f<\/span><b><span data-contrast=\"none\">advanced information systems<\/span><\/b><span data-contrast=\"none\">\u202fthat elevate their ability to manage sales performance and ultimately position them for superior medium-term results compared to the rest of the market.<\/span><\/li><\/ul>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d4879c8 elementor-widget elementor-widget-spacer\" data-id=\"d4879c8\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>Ensuring profitable growth in company revenues has become a difficult task in every economic sector in recent years. There are companies that&#8230;<\/p>\n","protected":false},"author":1,"featured_media":119251,"comment_status":"closed","ping_status":"open","sticky":true,"template":"","format":"standard","meta":{"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1],"tags":[154,144],"post_folder":[],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v22.1 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Becoming a Top-Performing Company in Your Industry<\/title>\n<meta name=\"description\" content=\"Top-performing companies: importance given to incentive management and the use of data-driven systems for sales demonstrated by SDA Bocconi.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.akeron.com\/vulki\/en\/becoming-a-top-performing-company-in-your-industry\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" 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