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
  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

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