I read couple of articles on sales management an sales measurement problem. I am impressed by the fact that some people start from balanced score cards http://www.salesfit.com/. Basically BSC does not suggest more than advice to considere business from different perspectives next to the financial perspective.

BSC is not a substitute for a model to deal with the sales complexity. In my opinion we should strive for computational models instead of sales wizards, magicians than will come to you organizations and the world will change.

A good model gives a stable basis for your sales managment, it describes what is going on , it prescribes how people should behave.