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Magic Numbers for Sales Management

Magic Numbers for Sales Management Key Measures to Evaluate Sales Success

Author: John A. Davis
Publisher: John Wiley & Sons
ISBN: 9780470821879
Published In: November 2006
Format: Paperback , 228 pages
Jurisdiction: International ? Disclaimer:
Countri(es) stated herein are used as reference only

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Contents
Author

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A key challenge sales professionals confront is how to measure the various activities they perform in the sales planning, selling and execution, and post-sales review phases of the customer relationship.

Magic Numbers for Sales Management: Key Measures to Evaluate Sales Success is a ready-reference for sales and marketing professionals who seek clear descriptions of over 50 of the most important sales metrics and formulas.

Using clear descriptions and relevant examples from many of today’s leading companies, sales and marketing professionals will learn relevant measurement and evaluation techniques, including:

Important metrics for measuring market conditions, sales forecasting, compensation, quotas, sales force-size, pricing, and customers
Applying metrics to different phases of the selling process
Key behaviors of the most successful sales people

Magic Numbers for Sales Management is an important resource for the most demanding sales professionals who want to fully assess the success of their selling activities.

Acknowledgments.

Introduction.

PART ONE: SALES PLANNING.

Chapter 1. Market Share.

Chapter 2. Market Growth.

Chapter 3. Market Penetration.

Chapter 4. Market Demand.

Chapter 5. Causal Forecast.

Chapter 6. Time-series Analysis.

Chapter 7. Independent Sales Representative Analysis.

Chapter 8. Percentage of Sales.

Chapter 9. Turnover Rate.

Chapter 10. Recruiting.

Chapter 11. Breakdown Approach.

Chapter 12. Workload Approach.

Chapter 13. Price.

Chapter 14. Mark-up Price.

Chapter 15. Target-return Price.

Chapter 16. Net Sales Contribution.

PART TWO: SALES MANAGEMENT AND SELLING.

Chapter 17. Straight Commission.

Chapter 18. Profit-based Commission.

Chapter 19. Straight Salary.

Chapter 20. Salary Plus Commission or Bonus.

Chapter 21. Salary Plus Commission and Bonus.

Chapter 22. Commission Plus Bonus.

Chapter 23. Team-Selling Compensation.

Chapter 24. Segment Profitability.

Chapter 25. Share of Customer.l

Chapter 26. Customer-acquisition Costs.

Chapter 27. Break-even analysis.

Chapter 28. Customer Profitability.

Chapter 29. Customer Equity and Customer Lifetime Value (CLTV).

Chapter 30. Churn Rate and Customer Loss.

Chapter 31. Customer Franchise.

Chapter 32. New-Customer Gain.

Chapter 33. Return on Customer.

Chapter 34. Program/Non-Program ratio.

Chapter 35. Program/Payroll Ratio.

Chapter 36. Time-driven Activity-based Costing.

PART THREE: SALES PERFORMANCE AND REVIEW.

Chapter 37. Absolute Index.

Chapter 38. Relative Index.

Chapter 39. Sales Performance Quotas.

Chapter 40. Average Sales Per Call.

Chapter 41. Close Process and Close Ratio.

Chapter 42. Cost Per Call.

Chapter 43. Break-even Sales Volume.

Chapter 44. Sales Productivity.

Chapter 45. Four-factor Model.

Chapter 46. Sales-variance Analysis.

Chapter 47. Sales-price Variance.

Chapter 48. Sales-volume Variance.

Chapter 49. Sales Premiums.

Chapter 50. Return on Sales.

Index.

John Davis is a Practice Associate Professor of Marketing at Singapore Management University where he is also Director of the Centre for Marketing Excellence. He is the author of Measuring Marketing: 103 Key Metrics Every Marketer Needs and Magic Numbers for Consumer Marketing, and is founder of Brand New View, a global consulting and training company.
John teaches and consults with companies around the world, is a featured speaker at conferences, and is regularly sought by news media for his views on marketing, sales and branding. He has founded two award-winning companies and led marketing teams at Nike, Informix and Transamerica.
He earned his MBA from Columbia University and his BA from Stanford University.