Sales and Marketing Institute

Library of Global Standards

Over the years, SMI has developed a library of global standards. These global standards reflect the expansive nature of the sales profession.  As the profession grows, the suite of SMI Global Standards will continue to evolve. All standards are available on the Online Store.

A Guide to the Sales Profession’s Body of Knowledge (SBOK® Guide)- First Edition A Guide to the Sales Profession’s Body of Knowledge (SBOK® Guide)- First Edition

This edition reflects the evolving knowledge within the sales profession. It represents generally recognized good practice in the sales profession.  The SBOK® Guide- First Edition continues the tradition of excellence in the sales profession with a standard that is easy to understand and implement.
A Guide to the Sales Profession’s Body of Knowledge (SBOK® Guide)- First Edition

Practice Standard for Time and Territory Management in the Sales Profession

The Practice Standard for Time and Territory Management in the Sales Profession provides a benchmark for the sales profession that defines the aspects of Time and Territory Management in the sales profession that are recognized as good practice on most projects most of the time.  The Practice Standard can be used by sales professionals to validate the time and territory management process being employed in a specific situation, project or organization.
A Guide to the Sales Profession’s Body of Knowledge (SBOK® Guide)- First Edition

The Standard for Sales Management— First Edition

The Standard for Sales Management aims to provide a detailed understanding of sales management and promote efficient and effective communication and coordination among various groups. This edition introduces program-specific knowledge areas. These include knowledge areas that are critical to successful program management as well as knowledge areas that are significantly different at a program level than at a project level. The introduction of Knowledge Areas helps focus attention and ensure proper metrics are in place to successfully manage sales efforts, including those that are large and complex.

The Practice Standard for Time and Territory Management in the Sales Profession provides a benchmark for the sales profession that defines the aspects of Time and Territory Management in the sales profession that are recognized as good practice on most projects most of the time.  The Practice Standard can be used by sales professionals to validate the time and territory management process being employed in a specific situation, project or organization.