Through careful research and observations, the Sales Management Institute has devised a set of guides and standards that serve more as best practices than hard and fast rules.

SMI has designed the Sales Management Knowledge Framework, built based on all these standards and sales best practices, and compiled the same into the Sales Management Body of Knowledge, the very first edition of the Sales Guidebook (SMGuideBook®).

Sales is a complex discipline that draws from multiple schools of thought and experts who are proficient and experienced in the field. Sales management is a process that is continually evolving. Only through this continuous improvement and evolution can one streamline the sales process. The principles and ideas mentioned in this guide are drawn from experience, mistakes made, and accomplishments achieved. However, it does not entirely forego pre-defined or commonly used sales processes and practices.

While SMGuideBooK® does focus on best practices and processes in sales management, it also touches on management theories of personnel management, management theories of motivation and utilizing these and others to refine the sales ecosystem. It draws from different perspectives and experiences and tries to assimilate them to enhance and refine the sales process. It pays attention to sales ethics and community and stakeholder management in the sales process. It focuses on sales personalities, sales ethics, and the effect human emotions have on them. It also touches on some new concepts in sales management and the sales administration process.

We hope this will be a good resource in your career and greatly enhance your knowledge of becoming a Sales Master Certified Professional (SMCP)®.

Download the SMGuideBook®

Standards of Sales

Sales philosophies & standards are evolving continually