How to Outsell the Competition: The Benchmarking Edge for ...

NetSuite White Paper
Title


How to Outsell the Competition:
The Benchmarking Edge for
Successful Sales Execution

By Greg Alexander and Aaron Bartels
Sales Benchmark Index

Sales Benchmark Index (SBI) conducts the most in-depth ongoing study of sales management
benchmarking and best practice usage in the world. This white paper, brought to you by NetSuite, is
designed to help sales managers succeed by implementing data driven decision-making. Here the
five steps for developing a sales benchmark are identified.








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NetSuite White Paper
Title

How to Outsell the Competition: The Benchmark Edge for
Successful Sales Execution

By Greg Alexander and Aaron Bartels
Sales Benchmark Index



Introduction to Data Driven Decision Making

Sales benchmarking represents a source of sustained competitive advantage for corporations today. The
second largest cost item on a company's financial statement is SG&A expense which typically represents
30%-40% of revenue. This is second only to cost of goods sold and in some cases three times research
and development. Yet, most corporations today can not calculate the return they are generating for each
sales dollar spent and do not understand how their return compares objectively to their external
competitors. Bringing the discipline of benchmarking to the sales and ...