Sales Management Best Practices Survey, published by PMMI – The Association for Packaging and Processing Technologies in February 2020, examines sales organization structures, compensation and training practices, distributor and OEM relationships, and international go-to-market strategies based on a member-only survey of PMMI companies and benchmarking across revenue bands. Key focus areas include workforce development and retention, formal sales training and compensation models, channel management and territory assignments, and digital tools and performance analytics; the analysis indicates companies with formal training tend to show greater sales coverage efficiency and emerging patterns indicate varied commission and discount approaches across channels. Charts highlight segmentation and compensation trends, and the report reveals where sales leaders are prioritizing investments to strengthen go-to-market effectiveness.
Published by PMMI: The Association for Packaging and Processing Technologies in February 2020. Based on a member-only PMMI survey of 116 packaging and processing machinery companies collected prior to February 2020.
