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25DB




Products & Services Sales Leadership Sales Force Effectiveness

Cross-Industry Field Sales Force Effectiveness: Time Management and Performance Benchmarks

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ID: 4939


Features:

Metrics


Pages/Slides: 40


Published: Pre-2013


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
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"Cross-Industry Field Sales Force Effectiveness: Time Management and Performance 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 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

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.

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.

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.