Sales benchmark metrics will help determine:

How are we doing?

What can we do to improve?

The following processes and activities are part of the sales benchmark database;

Develop sales strategy

Develop sales forecast
Gather current and historic order information
Analyze sales trends and patterns
Generate sales forecast
Analyze historical and planned promotions and events
Develop sales partner/alliance relationships
Identify alliance opportunities
Design alliance programs and methods for selecting and managing relationships
Select alliances
Develop partner and alliance management strategies
Establish partner and alliance management goals
Establish overall sales budgets
Calculate product revenue
Determine variable costs
Determine overhead and fixed costs
Calculate net profit
Create budget
Establish sales goals and measures
Establish customer management measures

Develop and manage sales plans

Develop and manage sales plans
Generate leads
Identify potential customers
Identify leads
Manage customers and accounts
Develop sales/key account plan
Manage customer relationships
Manage customer sales
Perform sales calls
Perform pre-sales activities
Close the sale
Record outcome of sales process
Manage sales orders
Accept and validate sales orders
Collect and maintain customer account information
Determine availability
Determine fulfillment process
Enter orders into system and identify/perform cross-sell/up-sell activity
Process back orders and updates
Handle order inquiries including post-order fulfillment transactions
Manage sales force
Determine sales resource allocation
Establish sales force incentive plan