Contracted business represents one of the most valuable components of an airline’s overall sales. Contracts between airlines and customers represent commitments to do business together and create a baseline of loyalty on which the airline can build its forecasts.

Given their importance to an airline’s sales strategy, it is vital for the sales organization to measure its impact and effectiveness using key metrics that identify good performance and exceptions, as well as suggest actions for overall strategy optimization.

In doing so, the sales organization must have access to the most effective measurement metrics in the industry, including contract effective discount, market share and share premiums, percent of fulfillment, and profit and margin.

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