Sales Management: Conquering the Field

Industries Profiled:
Pharmaceutical; High Tech; Manufacturing; Distribution; Biotech; Health Care; Service; Financial Services; Retail


Companies Profiled:
a leading international pharmaceutical company; A leading international pharmaceutical company; A Leading Pharmaceutical Company; A Leading Pharmaceutical or Health Care Company; A Top Pharmaceutical and/or Health Care Company; A Top Pharmaceutical or Health Care Company; AstraZeneca; Cisco Systems; Fingerhut; Pfizer; Pitney Bowes; Purdue Frederick; Purdue Frederick Co.; Ritz-Carlton; T. Rowe Price; USAA; Wal-Mart

Study Snapshot

This sales and sales force management report focuses on best practices in field selling environments.  The practices found in this report address four major topics: planning and targeting, conducting in-person sales calls, relationship management and sales force management.

Best practice findings have been harvested from extensive research and interactions with the highest performing members of leading sales organizations.  Top performing sales reps and district managers were selected through a rigorous screening process that reviewed various performance factors over a five-year period.  Project findings were developed from the following sources:

• More than 100 one-on-one interviews with sales representatives in the top quintile of performance.
• 25 field rides with sales representatives in the top 1% of performance.
• 10 focus groups involving more than 50 top-performing sales representatives.
• More than 50 interviews with top-performing district managers.

• Sales and revenue growth.
• Improve sales force operating efficiency.
• Develop more profitable targeting methods.
• Increase market share.
• Enhance sales representative-manager relationships.

• Continuously probe office culture, policies and preferences to create a customized sales approach.
• Build rapport with clients by openly discussing business goals and service and product needs.
• Manage sales representatives by developing measurable goals, budgeting sufficient resources and providing continuous coaching.

Chapter 1: Planning & Targeting
• Targeting to Achieve Territory Potential
• Planning to Build Sales Efficiency
• Develop a Strategic View of Your Targets and Your Territory
• Building Your Schedule
• Coordinate and Optimize Call Frequency
• Schedule Optimization Practices
• Designing the Territory Call Route
• Grow Territory Potential
• Executing Your Plan
• Goal Setting
• Time and Activity Reviews

Chapter 2: The In-Person Sales Call
• Probing for Strategic Information
• Navigating the Customer Environment
• Presenting Effectively
• Managing Accounts for Optimal Data Collection
• Develop Professional Skills

Chapter 3: Relationship Management
• Initiating Relationships by Learning and Addressing Customer Needs
• Growing Relationships through Value-Added Service.
• Capitalizing on Key Relationships
• Selecting High-Leverage Relationship Building Opportunities

Chapter 4: Sales Force Management
• Managing for World-Class Performance
• Communication Techniques
• Developing Strategic Focus and Increasing District Productivity
• Selection and Recruitment of Successful Sales Representatives

List of Charts & Exhibits

Best Practices in Sales and Sales Force Management
Planning and Targeting
Sales Targeting Prioritization Matrix
Model of Pfizer’s Customer Profiling Screen
Itinerary Planning Worksheet
Model of Pfizer’s Territory Analysis Screen
Strategic Service Zone Approach to Route Design and Territory Management
Model of Pfizer’s Geomapping Screen 
Model of Pfizer’s Call Reporting Screen 
Model of Pfizer’s Influencer Screen 
Model of Pfizer’s Plan-of-Action Screen
Model of Pfizer’s Time Management Screen
Time Effectiveness Checklist
The In-Person Sales Call
Navigating the Total Office in a Medical Environment
The Closing Hierarchy
IBM’s Five Phase Structured Selling Process
Xerox’s Buyer Focused Selling Model
Relationship Management
Developing and Growing Relationships with Thought Leaders
Twin Cities Pharmaceutical Representatives Association Code of Ethics and Guidelines
Twin Cities Pharmaceutical Representatives Association Communication Form
Sales Force Management
Performance Measurement Scorecard
Glaxo Wellcome Valley District Performance Standards, Expectations and Guidelines
How’s My Management? Take the Abbott Labs management challenge
Schedule of Non-Financial Incentives for Mary Kay Beauty Consultants
Interview Planning Grid
Best Practitioner District Manager’s Interview Questions