This Best Practices, LLC Benchmarking Slide Report provides insights from 13 companies across 16 countries captured through survey and interviews on how to best structure and deploy global sales forces and to measure sales representative performance to best increase sales productivity.
This study contains 64 graphics, 7 manager or executive narratives and 31 metrics. Unique metrics in the research study include companies’ actual minimum performance level targets for the five most critical performance measures that drive sales. The study also includes details on how companies structure and adjust their sales force over a “lifecycle” as the sales force grows and matures as well as insights on district manager productivity and coaching excellence. Metrics in this area include span of control for representatives to district managers and for district managers to regional managers.
See the Table of Contents & List of Exhibits, Key Findings and a Study Snapshot by clicking on the icons below and download the free study summary by clicking on 'Download Free Excerpt' to the right.