1<!DOCTYPE html>
2
3Anonymous
4/bestp
5/bestp/domrep.nsf
6EF7542C0A8D7B3E485256D0B00806C90
8
9
10
11
12
13
140
15
16
17/bestp/domrep.nsf/products/increasing-sales-productivity-through-superior-sales-force-performance-management?opendocument
18
19opendocument
2035.175.191.72
21
22
23
24/bestp/domrep.nsf
25DB




Products & Services Sales Leadership Sales Force Effectiveness

Increasing Sales Productivity Through Superior Sales Force Performance Management

DB Image

ID: 4420


Features:

Graphics


Pages/Slides: 62


Published: Pre-2014


Delivery Format: Online PDF Document


 

License Options:
close

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.




Buy Now

 

919-403-0251

  • STUDY OVERVIEW
  • BENCHMARK CLASS
  • SPECIAL OFFER
To view a study excerpt of this benchmarking effort, please click here: Study Excerpt: Superior Sales Force Performance Management The excerpt contains one section of the study: Adjusting for Sales Force Evolution and Lifecycle.

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.


Industries Profiled:
Pharmaceutical; Health Care; Biotech


Companies Profiled:
Merck; TEAMM Pharmaceuticals; Novartis; Berlex Laboratories; Pfizer; AstraZeneca; Boehringer-Ingelheim; Eli Lilly and Company; GlaxoSmithKline; Organon; Schering-Plough; Janssen

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.