Sales and Marketing Best Practices Report 2016

Sales and Marketing Best Practices, published by PMMI – The Association for Packaging and Processing Technologies in March 2016, examines sales and marketing structures and administrative policies using a 2015 member survey and comparative benchmarks across company sizes and selling-price segments. The analysis indicates core focus areas, including sales organization and compensation such as segmentation, manager roles and incentive models; channel and partner strategies such as distributor and OEM policies and commission approaches; and digital enablement and CRM, including website use and internet marketing, with workforce development and training woven through. Charts highlight recurring patterns and cross-segment comparisons that tend to inform strategy decisions. The report reveals where sales and marketing leaders are prioritizing investments to strengthen go-to-market resilience.