Navigation Links
High-Performing Sales Forces Share Key Practices to Achieve Optimal Performance
Date:6/17/2008

CHAPEL HILL, N.C., June 17 /PRNewswire/ -- Across industry sectors, sales drive profits. And high-performing sales groups across industries share common operational, strategic and time management practices, according to benchmarking research from research and consulting firm Best Practices, LLC.

The study shows the client still remains king for high performers. Effective field sales representatives spend 21 percent of their time building solutions for clients and 25 percent of their time developing more personal relationships with their business customers, according to the report. The research is a compilation of sales force metrics that open a window into the leading practices of more than 40 organizations in manufacturing, pharmaceutical and software industry segments.

Through key operational benchmarks from best-in-class companies like General Electric, Johnson & Johnson, Kraft, and Microsoft, the research report delivers actionable data to sales force executives across numerous industries. The study, Cross-Industry Field Sales Force Excellence, probes areas such as Sales Force Structure and Demographics, Time Management, Training, Recruiting and Hiring and Compensation. To download a complimentary study excerpt, go to: http://www3.best-in-class.com/rr960.htm .

Some of the metrics harvested from the study data include:

-- Time Management: Top quartile companies in manufacturing and software

reported they expect their field sales people to have almost three

face-to-face client meetings per day.

"If you don't force your field sales people to have face-to-face

engagements with your customers, you are doing them a disservice since

that is where their success begins and ends," counseled a senior sales

leader.

-- Sales Training: On average, field sales persons receive 33 days of

formal training in their first year on the job. Experienced sales reps

enjoy an average of seven days of ongoing training per year.

-- Compensation: Individual commission was rated the most important

variable in motivating field sales people. It is critical for sales

leaders to develop compensation packages that are perceived by sales

people as obtainable and linked to performance, according to the study.

To discover more sales force performance benchmarks and key findings from the comprehensive report, visit: http://www3.best-in-class.com/rr960.htm .

To learn more about this study or Best Practices' other research visit: http://www3.best-in-class.com or contact Cameron Tew at 919-767-9246 or ctew@best-in-class.com .

ABOUT BEST PRACTICES, LLC

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 http://www.best-in-class.com .


'/>"/>
SOURCE Best Practices, LLC
Copyright©2008 PR Newswire.
All rights reserved

Related medicine news :

1. High-Performing Healthcare Organizations Have Seven Qualities in Common
2. Cardiva Medical, Inc. to Present at the Investment In Innovation (In3) Medical Device Summit on June 18, 2008 in San Francisco, CA; Announces the Completion of Its Latest Phase in Its US Sales Force Expansion
3. Benchmarking Study Report on Sales Performance Management
4. Decline in Cigarette Sales Offset by Use of Alternative Products
5. ESA Names James P. Whelan Vice President, Sales & Marketing, Clinical Diagnostic Products
6. Longs Reports Preliminary May Retail Drug Store Sales
7. Kiss One-Size-Fits-None Goodbye: Archi-Tech Systems Offers First SFA Solution Targeted to Pharmaceutical Sales Organizations
8. Senior GE Executive to lead IMRIS Sales team in the U.S.
9. Best Practices in Sales Recognition
10. Research Study Shows That Pharmaceutical Field Sales Reps Productivity Inhibited by Unnecessary Internal Communication
11. Customer Service Excellence: Driving Sales and Profit Growth
Post Your Comments:
*Name:
*Comment:
*Email:
(Date:6/26/2016)... ... , ... Pixel Film Studios Released ProSlice Levels, a Media Slicing Effect ... a whole new perspective by using the title layers in ProSlice Levels to ... ProSlice Levels contains over 30 Different presets to choose from. FCPX users ...
(Date:6/25/2016)... D.C. (PRWEB) , ... June 25, 2016 , ... ... discuss health policy issues and applications at AcademyHealth’s Annual Research Meeting June 26-28, ... their work on several important health care topics including advance care planning, healthcare ...
(Date:6/25/2016)... ... June 25, 2016 , ... First Choice Emergency Room , the ... Ogunleye, as the Medical Director of its new Mesquite-Samuell Farm facility. , “We ... new Mesquite location,” said Dr. James M. Muzzarelli, Executive Medical Director of First Choice ...
(Date:6/25/2016)... Montreal, Canada (PRWEB) , ... June 25, 2016 , ... ... the pursuit of success. In terms of the latter, setting the bar too high ... low, risk more than just slow progress toward their goal. , Research from ...
(Date:6/24/2016)... ... June 24, 2016 , ... Marcy was in a crisis. Her son James, eight, was out ... family verbally and physically. , “When something upset him, he couldn’t control his emotions,” remembers ... would throw rocks at my other children and say he was going to kill them. ...
Breaking Medicine News(10 mins):
(Date:6/23/2016)... June 23, 2016 Any dentist who has made ... the current process. Many of them do not even offer ... difficulties and high laboratory costs involved. And those who ARE ... at such a high cost that the majority of today,s ... Dr. Parsa Zadeh , founder of Dental Evolutions Inc. ...
(Date:6/23/2016)... Research and Markets has announced the addition of the ... to 2022" report to their offering. ... financial data derived from varied research sources to present unique ... on the market during the next five years, including a ... markets, regional and country level analysis. The report provides a ...
(Date:6/23/2016)... MOUNTAIN VIEW, Calif. , June 23, 2016 ... 9:00 a.m. CST on Thursday, July 7, 2016 , , ... kayla.belcher@frost.com ) , , , , EXPERT PANELISTS:  ... Sciences, Nitin Naik; Senior Industry Analyst, Christi Bird; Senior Industry Analyst, ... The global pharmaceutical industry is witnessing ...
Breaking Medicine Technology: