This illustrative dashboard, authored in Macromedia Flash, provides an efficient display of metrics important to sales management.  Developed as a companion tool to The Sales Management Association's Charlie Delta Pharmaceutical Case Study, it is downloadable for members in two formats:  Flash (viewable in Internet Explorer, Firefox, or Safari) and Powerpoint...Read more
This slide presentation provides a work plan for Echo Foxtrot Manufacturing's (pseudonym) sales incentive compensation redesign project.  Employing a cross-functional work team, Echo Foxtrot organized project into three phases: Assessment, Design, and Implementation. These slides provide a helpful illustration of project objectives, a project work plan, expected project outcomes, and...Read more
This interactive calculator measures rates of Maintenance (M), Acquisition (A), and Penetration (P) growth over two user-specified time periods. The tool also projects total sales and profit change resulting from forecasted improvement in Maintenance, Acquisition, or Penetration rates. MAP calculations are performed at the sales territory, product group, business unit,...Read more
Setting Sales Force Goals For Growth Using Maintenance, Acquisition, and Penetration (MAP) Planning Overview Alpha Bravo Distribution [ABD]* sells industrial and construction supplies within the continental US. Its Commercial Markets sales force covers small and medium-sized customer firms, and represents slightly more than half of company volume. ABD’s Commercial Markets...Read more

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