Corpus ID: 9482677

When Sales Meet Process Mining: A Scientific Approach to Sales Process and Performance Management

@inproceedings{Bernard2016WhenSM,
  title={When Sales Meet Process Mining: A Scientific Approach to Sales Process and Performance Management},
  author={Ga{\"e}l Bernard and T. Boillat and Christine Legner and P. Andritsos},
  booktitle={ICIS},
  year={2016}
}
Selling has long been considered as an “art” driven by personal intuition and native sales talent. However, significant changes have occurred over the past 30 years, as a result of technological advances and changing customer expectations. As one answer to these changes, practitioners and scholars have promoted the idea of “sales as a science”, relying on documented, repeatable ways of selling that reflect scientific methods. We argue that process mining is a relevant candidate f or empowering… Expand
4 Citations

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