"Benchmarking is a powerful process for sales leaders to take guess work out of their performance improvement efforts. By raising this awareness, Sales Benchmark Index is helping to take businesses to a whole new level of productivity and growth"

- Dario Priolo, Executive VP of Corporate Development, Miller Heiman

  
Table of Contents
 
 
 
 

  Section I - The Time Has Come for Sales Benchmarking

  • Chapter 1: Sources of Competitive Advantage
  • Chapter 2: Customer Experience
  • Chapter 3: Are Our Sales Forces Ready?
  • Chapter 4: What's in it for the Executive?
  • Chapter 5: What's in it for the Sales Professional?
  • Chapter 6: What is Business Benchmarking?
  • Chapter 7: First Glimpse into Sales Benchmarking

Section II - Diving Deeper into Sales Benchmarking

  • Chapter 8: What Sales Benchmarking is Not
  • Chapter 9: Process Sales Benchmarking
  • Chapter 10: Strategic Sales Benchmarking
  • Chapter 11: Benchmarking and Best Practices
  • Chapter 12: The Importance of being World-Class
  • Chapter 13: The Self-Aware Sales Force

Section III - Getting it Done: Five Steps to Effective Sales Benchmarking

  • Chapter 14: Metric Identification (Step 1)
  • Chapter 15: Data Collection (Step 2)
  • Chapter 16: Compare and Contrast (Step 3)
  • Chapter 17: Focused Action (Step 4)
  • Chapter 18: Sustained Improvement (Step 5)

Section IV - Call to Action

  • Chapter 19: Overcoming Objections to Sales Benchmarking
  • Chapter 20: Overcoming Implementation Obstacles to Sales Benchmarking
  • Conclusion
  • Epilogue: The Path Forward

Section V - Case Studies

  • NetSuite
  • Discover Financial Services
  • Franklin Covey
  • Covad Communications Group
  • SMART Modular Technologies

Appendices

  • Appendix A: Bonus Material
  • Appendix B: Sales Benchmarking Repository
  • Appendix C: About Sales Benchmark Index
  • Acknowledgements
  • About the Authors