Note: Supplemental materials are not guaranteed with Rental or Used book purchases.
Purchase Benefits
Foreword | p. xi |
Tips for Reading This Book | p. xiii |
The Time has Come for Sales Benchmarking | |
Introduction | p. 3 |
Sources of Competitive Advantage | p. 10 |
Customer Experience | p. 18 |
Are Our Sales Forces Ready? | p. 25 |
What's in it for the Executives? | p. 36 |
What's in It for the Sales Professional? | p. 54 |
What is Business Benchmarking? | p. 63 |
First Glimpse into Sales Benchmarking | p. 73 |
Diving Deeper into Sales Benchmarking | |
What Sales Benchmarking is Not | p. 83 |
Process Sales Benchmarking | p. 94 |
Strategic Sales Benchmarking | p. 108 |
Benchmarking and Best Practices | p. 115 |
The Importance of Being World-Class | p. 124 |
The Self-Aware Sales Force | p. 133 |
Getting It Done-Five Steps to Effective Sales Benchmarking | |
Metric Identification (Step 1) | p. 145 |
Data Collection (Step 2) | p. 152 |
Compare and Contrast (Step 3) | p. 161 |
Focused Action (Step 4) | p. 178 |
Sustained Improvement (Step 5) | p. 189 |
Call to Action | |
Overcoming Objections to Sales Benchmarking | p. 201 |
Overcoming Implementation Obstacles to Sales Benchmarking | p. 216 |
Conclusion | p. 227 |
Epilogue: The Path Forward | p. 232 |
Case Studies | |
Netsuite Inc. | p. 243 |
Discover Financial Services | p. 249 |
Franklincovey | p. 254 |
Covad Communications Group | p. 258 |
Smart Modular Technologies | p. 263 |
Acknowledgments | p. 269 |
Appendixes | |
Bonus Material | p. 275 |
Sales-Benchmarking Repository | p. 277 |
About Sales Benchmark Index | p. 280 |
Notes | p. 283 |
Index | p. 293 |
Table of Contents provided by Ingram. All Rights Reserved. |
The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.
The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.