2023 Sales Management Best Practices

Sales Management Best Practices, published by PMMI – The Association for Packaging and Processing Technologies in April 2023, examines member survey data and cross-company benchmarks to assess sales organization design and performance across the packaging and processing sector. The analysis indicates several focus areas — sales structure and product mix (from machines to parts and service), compensation and field activity (including salary-plus-commission models and evolving travel patterns), and enablement practices such as formal training and distributor agreements. Emerging patterns show segmentation by region and account type and differing roles for direct versus indirect channels; charts highlight comparative distributions and compensation approaches. The report reveals where sales leaders are prioritizing investments to strengthen go-to-market resilience.