Resources

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

This Excel workbook provides templates for creating your own versions of the analysis approaches described in the Sales Management Association Research Brief: “Quantifying Incentive Compensation Plan Effectiveness.”  Each analysis template includes step-by-step instructions and a charting tool that displays results.

OVERVIEW Call centres have been instrumental in bringing business efficiences to organizations over the last 15 years. They have brought jobs and economic activity to a number of locations inside the UK as organisations have sought to set up specialised Call Centres in areas with the green field sites and...Read more

  Tracking the right performance metrics is critical to any sales organization’s success. But getting the right performance results into the right manager’s hands represents a daunting challenge in a complex selling environment. A tool of pivotal importance in this process is the performance dashboard: an efficiently displayed summary of...Read more

Many managers ignore their firm's job descriptions, or discount their value to that of HR-driven contrivances. For sales management, we think this approach is a mistake. Properly utilized, job descriptions provide enormous practical value to sales leadership. The Sales Management Association considers job descriptions essential management tools, and recommends that...Read more

This interactive calculator allows management to project future MAP results based on key improvement variables.  The tool quantifies improvement impact in sales volume, profit dollars, and profit percentage.  This tool is especially useful for illustrating the impact of improvement for individual Sales Representatives, business units, or product categories. The tool...Read more

How do high performing sales teams know what to focus on?  Most rely on sales management for direction on which opportunities (customers, products, segments, channels, etc.) represent the best return on sales effort.  Yet sales management rarely approaches this role with a rigorous, disciplined process. This paper outlines an approach...Read more