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Best Practice Database
Sales Leadership » Sales Training
Metrics, Graphics, Summary Matrix
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.
This study of 33 companies compares how leading companies with large field forces manage sales training of new hires and managers. Throughout the 60-slide presentation, comparisons are made between sales training management in three groups: pharmaceutical companies with U.S. operations, pharmaceutical companies with international international operations and companies in other industries -- which primarily include the manufacturing, telecommunications and financial industries.
Training leaders in all industries can use the results of this study to refine their training content and delivery, make better staffing and outsourcing decisions, more optimally allocate their resources, and measure the changes in the performance of the sales rep trainees.
Sample Key Findings
* Types of content and delivery formats that are increasing or decreasing in significance
* Trainer span of control
* Staffing trends
* Roles and responsibilities by position within sales training programs
* Outsourcing trend and mix
* Sales training vendor qualities sought
* Sales training budget allocations and trends
* Ranking of performance measures used to evaluate sales training
In addition, this study reveals sample organizational structures, performance measurement models and companies' lessons learned.
A key finding is that the current mix of in-house development versus outsourcing for sales training for pharmaceutical companies is 75% versus 25%, respectively. The average percentage of outsourcing outside of the pharmaceutical industry is slightly higher at 29%. One of the reasons for this in-house focus is a desire to develop and leverage internal capabilities.
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.