INDIANAPOLIS—The Association for Rubber Products Manufacturers has released its 2013 Sales Management Study, a first in the gathering of information with the goal of providing benchmarks for the sales management process.
The report, completed by nearly 120 rubber industry participants, includes sales employee staffing tables, a view of commission rates for both internal and external sales professionals, and the methods of compensation for sales managers on internal payroll.
"Sales revenues for rubber manufacturing companies have trended upward over the last 18 months with most experiencing solid sales growth," said ARPM Executive Director Troy Nix, "However, results from this study indicate that the reasons for growth should be more attributed to the rebound effect from the deep recession that started in 2008 than from the implementation of well thought out sales strategies."
Nix said the study reveals discipline is lacking in the sales process, more specifically in the tracking and pursuit of customer prospects.
"A sales management process that is deficient in the aggressive pursuit and the essential tracking of potential customers violates the basics of selling. Continuous planning for weak demand in the market place can greatly distinguish growth focused companies form the rest of the pack," he said.
For more information or to obtain a copy of the study, contact the ARPM at 317-863-4072, visiting its website, www.arpminc.com.