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High Performing Sales Forces Follow Same Path to Excellence

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:

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 $400,000 in annual revenues per

sales person.

-- Sales Training: Organizations on average outsource 27 percent of their

sales training needs.

To discover more sales force performance benchmarks and view key findings from the comprehensive report, visit:

To learn more about Best Practices' other timely research visit: or contact Cameron Tew at 919-767-9246 or


Best Practices, LLC is a research and consulting firm that conducts work based on the principle that organizations can chart a course to superior economic performance by studying the best business practices, operating tactics and winning strategies of world-class companies. For more information, call (919) 403-0251 or visit

SOURCE Best Practices, LLC
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