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,
|SOURCE Best Practices, LLC|
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