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
-- Sales Training: On average, field sales persons receive 33 days of
|SOURCE Best Practices, LLC|
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