Sales Benchmark Index - Articles by SBI

Articles by SBI

Evidence of the accelerated adoption rate of sales benchmarking can be found in the following select media outlets:

Skinny Sales
In the Nov 2008, Deloitte Consulting and Sales Benchmark Index launched a jointly-developed Point-of-View paper on how Consumer Packaged Goods (CPG) companies can leverage sales benchmarking to unearth savings opportunities. Click here to read the white paper.

Sales Benchmarking is discipline whose time has time has come

In the Nov 2008 of Retail In$ights, Mike Drapeau of Sales Benchmark Index provides a detailed look on how to apply Lead Source Effectiveness to the media industry. Click here to read the article

Forget Sales Improvement Programs Du Jour

In the Oct/Nov 2008 edition of Promotional Consultant, Mike Drapeau of Sales Benchmark Index discusses how to use sales benchmarking to better assess vexing sales problems. Click here to read the article

Overcome Passive Resistance by the Sales Force

In the November 2008 edition of American Salesman, Mike Drapeau of Sales Benchmark Index discusses how to use sales benchmarking to motivate salespeople to adopt organizational change and overcome passive resistance. Click here to read the article

Outsell the Competition

In the October 2008 edition of Sales and Service Excellence Magazine, Greg Alexander of Sales Benchmark Index discusses the five steps necessary to gain an edge on the competition using the discipline of sales benchmarking. Click here to read the article

Missed Opportunity
In the September 2008 edition of Water Conditioning and Purification Magazine, Greg Alexander of Sales Benchmark Index explores how poor techniques of sales talent acquisition and management can drive up costs, especially in low margin businesses. Greg provides nine key questions to ask any job candidate. Click here to read the article

Insights into Human Capital: Why Does Hiring a Dud Cause so Much Da

mage?
On August 27, 2008, Business-to-Business published an article by Greg Alexander of Sales Benchmark Index. Greg discusses the topic of the egregious cost of mis-hires and provides one key technique on how to reduce it. Click here to read the article

Study Proves S

ales Force Excellence Drives Accelerated Corporate Valuation
On May 19, 2008, Sales Benchmark Index released its World Class 100 Report - an assessment of the world's top-producing public corporations. Financial media picked up the news of the report. To read an example of the press releases announcing the report, click here.

World-Class Sales: A Competitive Advantage in a Commoditized Global Economy

Greg Alexander writes in the March/April 2008 edition of the 'Marketing Times' about the intimate tie between sales benchmarking and world-class sales performance. He further explains the connection between achieving this world-class distinction in sales and establishing a competitive advantage for the whole organization. To read this article, click here.

The Case for Benchmarking Your Sales Data
Every good sales manager tracks important numbers like sales rep turnover, customer share of wallet data, pipeline-to-sale ratios, and more. But knowing those numbers and knowing what to do with them are two different things entirely. For instance, if your turnover is 48%, is that good or bad? How does it compare with the figures at other companies in your industry? Is it an area you should be focused on or are there other issues that would provide a greater return on the investment of your time? Click here to read the article.

The Best Sales Force - Finding, Keeping, Grooming
Against your better judgment, you fell into the "bad breath is better than no breath" snare when your best salesperson with the largest territory quit. You hired "Bill," an enthusiastic guy with a pretty good resume who interviewed well, said all the right things, and assured you he would make all your worries disappear. Seemed like a pretty good hire for a $100,000 base salary. Click here to read the article.