Articles
Sales Benchmark Index regularly contributes to our profession through articles and interviews in many sales and management publications. A collection of these contributions is provided below.
Benchmarking for Beginners
In their Dec 2008 online edition, Selling Power magazine provides a brief exercise in sales benchmarking for those unfamiliar with this management discipline.
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.
Sales Benchmarking is a Discipline Whose Time Has Come
In the Nov 2008 edition 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.
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.
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.
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