Cross-Industry Field Sales Force Excellence

Publication Date	July 2006
Publisher	Best Practices
Product Type	Report
Pages	64
ISBN Number	not applicable
Product Code	BPC00004

Price

£2,480.00
approximately: $3,613 | €2,862

PDF

PRINT £2,480 ($3,613 | €2,862)

Order above formats by FAX

Summary

As product and service differentiation becomes more difficult to achieve - in the dynamic global marketplace - effective sales channels that guarantee direct access to business-to-business customers are becoming more strategically important to growing and defending market share. At the same time many field sales leaders face growing pressure to reduce field sales investments and to "produce more with less." Faced with increasing resource constraints, sales leaders need to supplement their internal sales force effectiveness measures with external cross-industry efficiency benchmarks to fully assess the performance of their field sales groups and validate their resource allocations.

Best Practices, LLC recognizes that high performing sales groups across industries - irrespective of product or service provided - exhibit common operational practices, strategies and resource utilization levels. This study focused on producing key operational benchmarks and allows sales leaders to better inform their strategic and tactical decision-making. The quantitative benchmark data is supported by selective analyst commentary.

Content

Study Objective and Research Methodology
Study Objective
Research Methodology
Quartiles
Benchmark Class
Participant Profile
Segment Composition
- Sales Force Demographics
- Sales Force Size
- Sales Force Change - 1 Year
- Sales Force Change - 2 Years
- Sales Force Change - 5 Years
- Sales Force Change - Consulting
- Sales Force Change - Manufacturing
- Sales Force Change - Pharmaceutical
- Sales Force Change - Software
- Sales Force Structure
Value Of A Sale
Span of Control
Copyright Best Practices, LLC (919)
Sales Force Effectiveness Series 2006 - 2007: Field Sales Force Excellence
Time Management
Time Allocated To Acquiring New Accounts
Time Allocated To Servicing Existing Accounts
Sales Process Time Allocation
Daily Cold Call Activity Levels
Weekly Meeting Activity Levels
Training
Training Days Per Employment Period (First Year)
Cumulative First Year Training Days
Ongoing Training Days Per Year
Training Content
Training Delivery Methods
Outsourcing Sales Training
Months To New Hire Effectiveness
- Recruiting and Hiring
- Recruiting and Hiring Criteria - Experience
- Recruiting and Hiring Criteria - Education
- Recruiting and Hiring Criteria - Skills and Potential
- Hiring Differential (Turnover Rate)
Compensation
Compensation Effectiveness
Base/ Incentive Compensation Split
Compensation Split Overview
Compensation Split - Pharmaceutical Segment
Copyright Best Practices, LLC (919)
Sales Force Effectiveness Series 2006 - 2007: Field Sales Force Excellence
Performance Benchmarks
Sales Person Cost
Revenue Generated Per Sales Person
Sales Force Yield
Innovation From The Field
About Best Practices, LLC
This study provides the following benchmarks:
Sales Force Demographics
- Sales Force Size
- Sales Force Change - 1 Year
- Sales Force Change - 2 Years
- Sales Force Change - 5 Years
- Sales Force Change - Consulting
- Sales Force Change - Manufacturing
- Sales Force Change - Pharmaceutical
- Sales Force Change - Software
- Sales Force Structure
- Value Of An Average Sale
- Span of Control
Time Management
- Time Allocated To Acquiring New Accounts
- Time Allocated To Servicing Existing Accounts
- Sales Process Time Allocation
- Daily Cold Call Activity Levels
- Weekly Meeting Activity Levels
Training
- Training Days Per Employment Period (First Year)
- Cumulative First Year Training Days
- Ongoing Training Days Per Year
- Training Content
- Training Delivery Methods
- Outsourcing Sales Training
- Months To New Hire Effectiveness
Recruiting and Hiring
- Recruiting and Hiring Criteria - Experience
- Recruiting and Hiring Criteria - Education
- Recruiting and Hiring Criteria - Skills and Potential
- Hiring Differential (Turnover Rate)
Compensation
- Compensation Effectiveness
- Base/ Incentive Compensation Split
- Compensation Split Overview
- Compensation Split - Pharmaceutical Segment
Performance Benchmarks
- Sales Person Cost
- Revenue Generated Per Sales Person
- Sales Force Yield