High Performing Sales Forces Follow Same Path to ... ( CHAPEL HILL N.C. March 18 /- The ...)

High Performing Sales Forces Follow Same Path to Excellence

Date:3/18/2008

CHAPEL HILL, N.C., March 18 /PRNewswire/ -- The Internet has changed the way organizations communicate with customers but industry leaders haven't lost sight of the value of an effective sales force. It takes face-to-face interactions to build a relationship and high performing sales groups -- irrespective of product or service provided -- allocate 46 percent of their time identifying and addressing existing clients' business needs, according to a benchmarking study from Best Practices, LLC.

The research is a compilation of sales force metrics that showcases the leading practices of more than 40 organizations in manufacturing, pharmaceutical and software industry segments.

The study, Cross-Industry Field Sales Force Excellence, will help sales force executives across numerous industries better understand the effectiveness of their sales forces. The research probes areas such as: Sales Force 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 at best-in-class organizations, such as Pfizer, General Electric, Johnson & Johnson, Kraft, Eli Lilly, Microsoft, Novartis and Wyeth. The research data is presented both in cross-industry and segmented views.

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,
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