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Best Practice Database
Sales Leadership » Sales Force Effectiveness
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 PowerPoint Presentation will provide pharmaceutical companies with global insights from 13 companies across 16 countries on how to increase sales productivity through superior performance management. It contains 64 graphics, 7 manager or executive narratives and 31 metrics. Unique metrics in the presentation include companies' actual minimum performance level targets for the five most critical performance measures that drive sales. The presentation also includes details on how companies structure and adjust their sales force over a "lifecycle" as the sales force grows and matures as well as insights on district manager productivity and coaching excellence. Metrics in this area include span of control for representatives to district managers and for district managers to regional managers. Five key findings synthesize the metrics and companies' priorities for increasing sales productivity through sales performance management. The research was conducted on behalf of Best Practices LLC's Business Excellence Board, a membership service providing custom research to leading corporations around the world.