Sales Benchmarking: A New Tack In Assessing Sales Problems by Sales Benchmark Index – PDF
An organization accomplishes sales benchmarking through a rigorous analysis of its sales function, comparing its performance across leading (not lagging) indicators and comparing that to external, empirical data from a relevant peer group. Sales benchmarking helps organizations understand how to use data to uncover the root cause of individual sales problems, drilling down to the real issues preventing success and connecting the return to a quantifiable improvement in shareholder appreciation.
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