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» Products & Services »

Sales Force Excellence White Paper

ID: WP-03


Pages: 21


Published: Pre-2013


Delivery Format: Online


 

License Options:
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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
  • BENCHMARK CLASS
Our field research profiles an extensive set of sales best practices currently used by top pharmaceutical sales representatives and leading sales forces. If all sales professionals in a company performed with the skill and finesse of the top quartile performers, most sales organizations could produce 20-50 percent more than they normally do with the same
headcounts.

Our productivity findings are rooted in the proven practices of more than 400 top-performing sales reps and district managers from throughout U.S. operations of diverse large Pharma sales organizations. While each of these individuals is exemplary, none of them is perfect in all respects. In reality, no one individual, region, co-promotion team or sales force can hope to corner the market on all good ideas. Consequently, "best practice" represents a class of highly effective operating practices that have been proven in the field to produce exceptional sales results; best practice should not be viewed dogmatically as a single, monolithic approach. From more than 175 best practices, here are 15 gold-standard practices that we've identified in high performing sales representatives and sales teams. They create the essence of a Best Practice Blueprint for Excellence® in sales force effectiveness and superior productivity.

Industries Profiled:
Pharmaceutical


Companies Profiled:
Leading Pharmaceutical Companies