A Sales Performance Improvement (SPI) program can be treated as a special case of marketing program.

Please read Chapter 3 of the ROI Marketing Book and answer the following questions:

1. Why is it important to align marketing/sales programs with business? How do we achieve business alignment?

2. What are the benefits of the FACTs framework for sales performance assessment? Why is a balanced view more desirable than a single-minded perspective?

Please read Chapter 5 of the ROI Marketing Book and answer the following questions:

3. The second step of the SPI Methodology asks you to set up SPI Objective(s). Do you think these SPI Objectives should be set at the Input Level, Reaction Level, Learning Level, Action Level, Impact Level or ROI level? Please provide reasons to justify your choice.