6 SALES FORCE AND CHANNEL MANAGEMENT Introduction 157 Metrics covered in this chapter: Sales Force Coverage Sales Force Goals Sales Force Results Sales Force Compensation Pipeline Analysis Numeric Distribution, ACV Distribution, and PCV Distribution Facings and Share of Shelf Out-of-Stock and Service Levels Inventory Turns Markdowns Gross Margin Return on Inventory Investment (GMROII) Direct Product Profitability (DPP) This chapter deals with push marketing. It describes how marketers measure the ade- quacy and effectiveness of the systems that provide customers with reasons and oppor- tunities to buy their products. The first sections discuss sales force metrics. Here, we list and define the most common measures for determining whether sales force effort and geographic coverage are adequate. We discuss pipeline analysis, which is useful in making sales forecasts and in allocating sales force effort to different stages of the selling process. Pipeline metrics are used to examine a sequence of selling activities, from lead generation, through follow- up, to conversion and sales. Although the most important of these represents the