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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 .


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SOURCE Best Practices, LLC
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