First we have to make rules for working, from sales method, then reporting on daily, weekly and monthly basis. Fix dead line to reports. Make policy of sales, appointment of vendors, distributors and so on. Terms of credit , cash flow, list is long, one can write any thing if i have some more information from you then i can explore.
Meantime, make such policy which is to be benefited to your company as well as marketing staff. Your staff should be highly self motivated. Set out target subject to potential of market and capability of sales staff, some incentive on achievement.
I can say sales management is long and deep subject, seeing theory, we can not make all plans, we have to see the limit of our management also, if your management objective is realistic then you can do any thing and work of any plan.
4th October 2011 From India , Pune