Purpose of this paper This paper reports on a case study conducted to help plan a rollout process for Hazard Analysis and Critical Control Point (HACCP) type food safety policies at a frozen pie facility in Calgary,
Purpose -Based on a broad set of indicators of individual and company capabilities, this research sets out to establish a meaningful, straightforward benchmark of sales performance for a cross-industry group of 19 companies, based on the perceptions of their salespeople.Design/methodology/approach -The establishment of the benchmark involved the completion of questionnaires by 426 salespeople across 19 companies.Findings -The research identified some areas for development common to most companies in the survey.Research limitations/implications -Although comprehensive, this survey needs to be repeated over time to maintain the benchmark. Benchmarking can be helpful to many companies trying to improve their sales capability.Originality/value -This is a practical case study of a benchmarking approach to developing the sales function in a number of organisations.
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