Increasing Sales Productivity Through Superior Sales Force Performance Management

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.

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.