Sales Management: Conquering the Field
Maximize your sales force's potential by training reps to improve sales tactics and build productive client relationships. The practices found in this report will enable your company to identify gaps in sales force effectiveness and set you on path to creating a world-class sales force. The information contained in this report is drawn from interviews and field interaction with 250 top sales reps and managers. The report contains the actual practices and techniques that these top salespeople have used to drive their own performance. By studying this report, your sales organization can strengthen its efforts to drive overall company growth through improved productivity and customer targeting.
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Industries Profiled:
Pharmaceutical; High Tech; Manufacturing; Distribution; Biotech; Health Care; Service; Financial Services; Retail
Companies Profiled:
a leading international pharmaceutical company; A leading international pharmaceutical company; A Leading Pharmaceutical Company; A Leading Pharmaceutical or Health Care Company; A Top Pharmaceutical and/or Health Care Company; A Top Pharmaceutical or Health Care Company; AstraZeneca; Cisco Systems; Fingerhut; Pfizer; Pitney Bowes; Purdue Frederick; Purdue Frederick Co.; Ritz-Carlton; T. Rowe Price; USAA; Wal-Mart
Study Snapshot
This sales and sales force management report focuses on best practices in field selling environments. The practices found in this report address four major topics: planning and targeting, conducting in-person sales calls, relationship management and sales force management.
Best practice findings have been harvested from extensive research and interactions with the highest performing members of leading sales organizations. Top performing sales reps and district managers were selected through a rigorous screening process that reviewed various performance factors over a five-year period. Project findings were developed from the following sources:
- More than 100 one-on-one interviews with sales representatives in the top quintile of performance.
- 25 field rides with sales representatives in the top 1% of performance.
- 10 focus groups involving more than 50 top-performing sales representatives.
- More than 50 interviews with top-performing district managers.
This study also includes additional benchmarking analysis and interviews with more than 50 companies across 16 industries. The comprehensive nature of this study provides a 360-degree view of the strategies and tactics used by top-performing sales reps and sales managers to achieve the following objectives:
- Sales and revenue growth.
- Improve sales force operating efficiency.
- Develop more profitable targeting methods.
- Increase market share.
- Enhance sales representative-manager relationships.
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Key Findings
Empower reps to align planning, targeting and scheduling activities to reflect their personal selling approaches.
Continuously probe office culture, policies and preferences to create a customized sales approach.
Build rapport with clients by openly discussing business goals and service and product needs.
Manage sales representatives by developing measurable goals, budgeting sufficient resources and providing continuous coaching.
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Related Research:
Cross-Industry Field Sales Force Excellence
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As product and service differentiation becomes more difficult to achieve - in the dynamic global marketplace - effective sales channels that guarantee direct access to business-to-business customers are becoming more strategically important to growing and defending market share... (ID SM-172)
Companies Profiled: AAA, Abbott, Allergan, Ayurvet, more ...
Price: $3615.00 Free Excerpt Available
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