7.3. Scorecard

The main focus of the MTPRO scorecard is on the financial and customer perspective. The strong focus on the customer perspective is derived from the fact that the more intense we take care of the of the customer’s buying influences the better we can understand and satisfy their requirements. This inevitably leads to higher customer satisfaction and in turn provides more sales opportunities. Converting more sales opportunities means higher sales and is bound to increase the key accounts share of wallet. A single objective of the internal business process perspective also plays an important role to support the quality of the customer perspective-related targets. In order to benefit from the successful approaches among Key Account Managers of different countries a specific objective of the Learning and growth perspective is established. Table 26 shows the detailed MTPRO-specific scorecard that contains all four described perspectives.

Account Manager MTPRO (Source: On the basis of Belz Christian / Müllner Markus / Zupancic Dirk, page 168 – 174)" class="wp-image-9149 size-full" height="684" src="https://sgbs.ch/wp-content/uploads/Table-26-Scorecard-for-Key-Account-Manager-MTPRO.png" width="588"> Table 26: Scorecard for Key Account Manager MTPRO (Source: On the basis of Belz Christian / Müllner Markus / Zupancic Dirk, page 168 – 174)