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The research is a compilation of sales force metrics that showcases theleading practices of more than 40 organizations in manufacturing,pharmaceutical and software industry segments.
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The study, Cross-Industry Field Sales Force Excellence, will help salesforce executives across numerous industries better understand theeffectiveness of their sales forces. The research probes areas such as: SalesForce Structure, Span of Control, Time Management, Training, Recruiting &Hiring, Compensation and more.
To download a complimentary study excerpt, go to:
http://www3.best-in-class.com/rr917.htm
The research report illuminates the current state of affairs atbest-in-class organizations, such as Pfizer, General Electric, Johnson &Johnson, Kraft, Eli Lilly, Microsoft, Novartis and Wyeth. The research data ispresented both in cross-industry and segmented views.
To discover more sales force performance benchmarks and view key findingsfrom the comprehensive report, visit: http://www3.best-in-class.com/rr917.htm
To learn more about Best Practices' other timely research visit:http://www3.best-in-class.com or contact Cameron Tew at 919-767-9246 [email protected]
ABOUT BEST PRACTICES, LLC
Best Practices, LLC is a research and consulting firm that conducts workbased on the principle that organizations can chart a course to superioreconomic performance by studying the best business practices, operatingtactics and winning strategies of world-class companies. For more information,call (919) 403-0251 or visit www.best-in-class.com.A small sample of the key metrics harvested from the study data include: -- Account Time Management: Effective field sales representatives spend 64 percent of their time, on average, growing sales within existing accounts and 36 percent of their time acquiring new accounts. -- Revenue per Sales Person: The median revenue per sales person was $1 million annually. Manufacturing led with $2.5 million while consulting was at the other end of the spectrum at $400,000 in annual revenues per sales person. -- Sales Training: Organizations on average outsource 27 percent of their sales training needs.
SOURCE Best Practices, LLC
