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"Cross-Industry Field Sales Force Effectiveness: Time Management and Performance Benchmarks"
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 training benchmarks that enable sales leaders to assess the effectiveness of their sales training programs.
KEY TOPIC AREAS AND BENCHMARKS
1. Study Objective and Research Methodology
2. Benchmark Class
3. Sales Force Demographics
· 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
4. Innovation from the Field
5. Time Management
· Time Allocated To Acquiring New Accounts
· Time Allocated To Servicing Existing Accounts
· Sales Process Time Allocation
· Daily Cold Call Activity Levels
· Weekly Meeting Activity Levels
6. Performance Benchmarks
· Sales Person Cost
· Revenue Generated Per Sales Person
· Sales Force Yield
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.
SAMPLE FINDINGS AND DATA SLIDES
Sales Force Size
Sales force makeup provides insight into the size of the study participants and creates a basis for interpreting the outputs of this study.
Financial Services; Service; Health Care; Pharmaceutical; Diagnostic; Biotech; Manufacturing; Energy; Medical Device; Consumer Products; Computer Software; High Tech; Electronics
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