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Products & Services Sales Leadership Sales Force Effectiveness

Cross-Industry Field Sales Force Effectiveness: Recruitment, Hiring and Compensation Benchmarks

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ID: 4936


Features:

Metrics, Graphics


Pages/Slides: 16


Published: Pre-2014


Delivery Format: Online PDF Document


 

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Single User: Authorizes use by the person who places the order or for whom the order was placed.

Sitewide: Authorizes use of the report for a geographic site. All people at site can view the report for a year and copies can be printed.

Corporate: Authorizes use for the entire company for a year and copies can be printed. No limitations for usage inside the company.




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  • STUDY OVERVIEW
  • BENCHMARK CLASS
  • SPECIAL OFFER

Non-members: Click here to sign-up for a complimentary tour of
"Cross-Industry Field Sales Force Effectiveness: Recruitment, Hiring and Compensation Benchmarks"


STUDY OVERVIEW
As product and service differentiation becomes more difficult to achieve in the dynamic global marketplace, effective sales channels that provide direct access to business-to-business customers are becoming more strategically important. Even though the relevance of field sales groups is not in question, many field sales group leaders face growing pressure to reduce sales force investments and to ‘produce more with less’. Internal activity and efficiency measures are useful to assess the performance of field sales groups, but organizations also need to supplement internal measures with industry and cross-industry efficiency benchmarks to fully understand performance.

Best Practices, LLC's Cross-Industry Field Sales Force Effectiveness report provides key sales force recruitment, hiring and compensation benchmarks that enable sales leaders to assess the effectiveness of their sales training programs.

SPECIAL RESEARCH NOTE
This research is part of a larger report, Cross-Industry Field Sales Force Excellence. Non-members: if you purchase this document, within 30 days you can credit it toward the full report or a Database membership. Members of all of Best Practices, LLC's services (Global Benchmarking Council, Business Excellence Board or Best Practice Database) receive a 15% discount on reports.

KEY TOPIC AREAS

  • Field Sales Person Recruiting and Hiring
  • Field Sales Person Compensation

DATA SEGMENTATION
Based on the composition of the benchmark class, specific industry segments were identified and isolated to provide greater insight into field sales operations. The industry segments profiled are consulting, manufacturing, pharmaceutical and software. To ensure participant confidentiality, industry segments were made up of four or more companies.
Example of Data Slide:



STUDY BENCHMARKS

Recruiting and Hiring
  • Recruiting and Hiring Criteria – Experience
  • Recruiting and Hiring Criteria – Education
  • Recruiting and Hiring Criteria – Skills and Potential
  • Hiring Differential (Turnover Rate)

Compensation
  • Compensation Effectiveness
  • Base/ Incentive Compensation Split
  • Compensation Split Overview
  • Compensation Split – Pharmaceutical Segment
  • Sales Person Cost

The following benchmarks are included in the study introduction:
  • Participant Sales Force Size
  • Participant Sales Force Change – 1 Year
  • Participant Sales Force Change – 2 Years
  • Participant Sales Force Change – 5 Years
  • Sales Force Change – Consulting
  • Sales Force Change – Manufacturing
  • Sales Force Change – Pharmaceutical
  • Sales Force Change – Software
  • Sales Force Structure
  • Value Of A Sale
  • Span of Control

METHODOLOGY
This research was conducted on behalf of one of Best Practices, LLC's Business Excellence Board (BEB) clients and was based on surveys and interviews with 40 companies. Participant titles included: presidents, directors of sales force effectiveness, corporate learning, and training and development.

PLEASE NOTE:
This document comes in two parts--1) Sales Force Effectiveness Recruitment, Hiring and Compensation document and 2) A study introduction that includes the methodology and benchmark class overview for the entire Sales Force Effectiveness study.

Industries Profiled:
Financial Services; Service; Health Care; Pharmaceutical; Diagnostic; Biotech; Manufacturing; Energy; Medical Device; Consumer Products; Computer Software; High Tech; Electronics


Companies Profiled:
AAA; Abbott; Allergan; Ayurvet; Berlex; Borgwarner; Clubcar; CMG Capital; Crest Healthcare; Drake International; Dresser-Rand; Eli Lilly; General Electric; Johnson & Johnson; Kraft; Medrad; Microsoft; Novartis; Pfizer; Ricoh; Roche; WL Gore; Orion Pharmaceuticals; Indevus; Myriad; North Safety


If you purchase Best Practice Database document(s), you will have 30 days from the date of purchase to apply some or all of the cost of the document(s) toward the cost of a Full Access Individual, Pharma, Group or University Membership. Write us at DatabaseTeam@bestpracticesllc.com or call David Guinn at 919-767-9179 if you have any questions.