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Organizations continue to face the challenge of achieving and maximizing sales force effectiveness. To improve their return on investment, savvy executives are examining the sales process from end-to-end, that is, from management, coaching and development to sales force effectiveness and performance measurement.
According to a study by Best Practices, LLC, nine key areas contribute to the success of sales performance management structures:
Best Practices, LLC’s Research & Consulting service is geared to support organizations seeking to identify and achieve optimal performance. Our quantitative research highlights organizational goals, while our qualitative research enables executives to develop a road map to achieve these performance targets.
Specifically, organizations are focusing on the following aspects of sales process management:
Complimentary Research White Paper
Best Practices, LLC has developed an integrated set of tools and techniques including: proprietary databases, surveys, lessons-learned interviews, site visits, multi-industry assessments, insightful decision-support tools, and unparalleled access to high-level contacts at industry-leading organizations across the globe. The results are best practice research, analysis, competitiveness review and insight that enable organizations to evaluate total productivity and improve: growth, cost position, process design, and overall operating effectiveness.
Over the years, Best Practices, LLC has developed expertise across a broad spectrum of quality areas. Specific research topics include:
The importance of employee training and development is indisputable. However, improvements can be made to the management of such training programs. Companies often have a multitude of training programs for different job types and levels. To save time and money, organizations are now looking at ways to streamline their training programs by leveraging ideas and resources from other departments or product lines.
This study benchmarked 36 companies across several industries and looks at training programs specifically for sales associates. It provides insights into how companies across industries move internal sales associates as well as new hires through their sales training program to drive consistency and ultimately increase revenue. Human Resources and training managers can use the metrics and best practices featured in this document to assess and optimize their sales training programs in terms of staffing, design, administration and oversight.
Companies across industries are continuously challenged with optimizing the productivity of their sales force. The findings from this research study will provide executives with insights on identifying key metrics for sales performance measurement and developing management structures that ensure ongoing sales force development.
This 23-page document includes metrics, best practices, winning approaches and performance measures companies use to review, coach and grow their sales representatives. In addition to data presented for the complete benchmark class, responses for the pharma/healthcare industry and manufacturing/consumer products industry are segmented and charted separately throughout the document.
Pharmaceutical sales forces have grown 85% over the past five years. As sales forces grow, revenue per rep tends to decrease. Due to this recent trend, leading pharmaceutical companies are looking to improve the effectiveness and efficiency of their sales reps. Is your sales force performing at best-in-class levels? Our research and field studies will enable your company to identify gaps in sales force effectiveness and provide you the tools to systematically enhance sales-force productivity.
Aligning People, Performance and Pay: Our field research and benchmarking studies will help you use incentive compensation within the sales force to motivate high performance, support team-based selling, improve employee retention and increase sales.
Account Management organizations face the increasing challenge of delivering and communicating business value and impact to their internal and external customers. With this study, Best Practices, LLC takes a comprehensive look at the top-performing account management functions' organizational & operating models, services & activities, performance measures, value demonstration & communication strategies.
Insights revealed in this presentation will guide teams to develop cost-effective account management centers, drive customer growth and loyalty, maximize return on investment and effectively justify costs incurred to their internal customers.
Insights from this benchmarking study will enable your company to identify gaps in sales force effectiveness and set you on path to creating a world-class sales force. The information contained in this research is drawn from interviews and field interaction with 250 top sales reps and managers. The report contains the actual practices and techniques that these top salespeople have used to drive their own performance. By studying this report, your sales organization can strengthen its efforts to drive overall company growth through improved productivity and customer targeting.
Our benchmarking field teams profiled a diverse group of companies that have demonstrated effective operating practices and winning strategies in the area of Sales Force Automation and Customer Relationship Management. By studying other organizations' effective approaches to managing sales force automation and CRM, your company can select, design and implement automated systems to enhance sales force productivity and effectiveness.