"Making the Number exemplifies the core value of this immutable business principle - if you can measure it, you can manage it. Any organization who is looking to align current practices with best practices will utilize sales benchmarking as a way to maximize the productivity of their people while eliminating redundancy, inefficiency and hidden overhead. These benchmarking strategies take the guesswork out of what managers need to focus on when developing a world class team, providing a formulaic process to transform your sales force and create a universal sales methodology that drives consistency in performance - and results."
 
- Keith Rosen, President of Profit Builders and author of Coaching Salespeople into Sales Champions

 

  
Benchmarking Books
 
 
 
 

Benchmarking has become a hot topic of research and it always helps to consult the academic research. Here are our recommended reads:

Top 10 benchmarking books

 

  1. Benchmarking for Best Practices: Winning through Innovative Adaptation by Chrsitopher Bogan and Michael English, 1994.
  2. Benchmarking: The Search for Industry Best Practices that Lead to Superior Performance by Robert Camp, 2006.
  3. Benchmarking for Best Practice by Mohamed Zairi, 1998.
  4. Benchmarking by Sylvia Codling, 1998.
  5. The Benchmarking Book by Michael Spenolini, 1992.
  6. Benchmarking: A Guide for your Journey to Best-Practice Processes by Lisa Higgins Gardner and Cynthia Raybourn, 2001.
  7. The Complete Benchmarking Implementation Guide: Total Benchmarking Managment by James Harrington, 1996.
  8. High Performance Benchmarking: 20 Steps to Success by James Harrington, 1996.
  9. Best Practice Benchmarking by Sylvia Codling, 1998.
  10. Business Process Benchmarking by Robert Camp, 1995.

Best of the Rest

  1. Call Center Benchmarking by Jon Anton and David Gustin, 2000.
  2. Benchmarking Handbook by Anderson, Bjorn, Pettersen, and Per-Gaute,1996
  3. Benchmarking in the Process Industries by Munir Ahmad and Roger Bensen, 1999.
  4. Global Cases in Benchmarking by Robert Camp, 1995.
  5. The Basics of Benchmarking by Robert Damelio, 1995.
  6. World-Class New Product Development: Best Practices of Agile Manufacturers by Dan DemancescuRobert Camp, 1996.
  7. Managing by Measuring: How to Improve your Organization's Performance through Effective Benchmarking by Mark Czarneci, 1999.
  8. Benchmarking Forecasting Practices: A Guide to Improving Forecasting Performance by Chaman Jain, 2006.
  9. Benchmarking in the Public and Non-Profit Sectors by Patricia Keeley and Neil Abercrombie, 2008.
  10. Driving your Company's Value: Strategic Benchmarking for Value by Mard, Dunne, Osborne, and Rigby, 2004.
  11. Benchmarking: A Tool for Continuous Improvement by Carol McNair and Kathleen Leibfried, 1995.
  12. Benchmarking Basics: Looking for a Better Way by Jim Patterson, 1996.
  13. Benchmarking Strategies: A Tool for Profit Improvement by Rob Redier, 2000.
  14. Benchmarking for NonProfits: How to Measure, Manage, and Improve Performance by Jsaon Saul, 2004
  15. Strategic Benchmarking: how to Rate your Company's Performance against the World's Best by Gregory Watson, 1993.
  16. Strategic Benchmarking Reloaded with Six Sigma: Improving your Company's Performance using Global Best Practic by Gregory Watson, 2007.
  17. Effective Management of Benchmarking Projects by Mohamed Zairi, 1998.