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This book is for the busy sales professional who wants to quickly understand key measures and not get bogged down by academic theory. It not only offers a wide ranging review of sales numbers, formulas and frameworks but also outlines the risks associated with over-dependence on measures to the exclusion of experience, wisdom and intuition. About The Author 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. Table Of Contents Acknowledgments Introduction Part One: Sales Planning Market Share Market Growth Market Penetration Market Demand Causal Forecast Time-series Analysis Independent Sales Representative Analysis Percentage of Sales Turnover Rate Recruiting Breakdown Approach Workload Approach Price Mark-up Price Target-return Price Net Sales Contribution Part Two: Sales Management And Selling Straight Commission Profit-based Commission Straight Salary Salary Plus Commission or Bonus Salary Plus Commission and Bonus Commission Plus Bonus Team-Selling Compensation Segment Profitability Share of Customerl Customer-acquisition Costs Break-even analysis Customer Profitability Customer Equity and Customer Lifetime Value (CLTV) Churn Rate and Customer Loss Customer Franchise New-Customer Gain Return on Customer Program/Non-Program ratio Program/Payroll Ratio Time-driven Activity-based Costing Part Three: Sales Performance And Review Absolute Index Relative Index Sales Performance Quotas Average Sales Per Call Close Process and Close Ratio Cost Per Call Break-even Sales Volume Sales Productivity Four-factor Model Sales-variance Analysis Sales-prince Variance Sales-volume Variance Sales Premiums Return on Sales Index