Benchmarking Sales Performance Management Structures

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"Benchmarking Sales Performance Management Structures"

Study Overview
Companies across industries are continuously challenged with optimizing the productivity of their sales force. The findings from this research study will provide executives with insights on identifying key metrics for sales performance measurement and developing management structures that ensure ongoing sales force development.

This 23-page document includes metrics, best practices, winning approaches and performance measures companies use to review, coach and grow their sales representatives. In addition to data presented for the complete benchmark class, responses for the pharma/healthcare industry and manufacturing/consumer products industry are segmented and charted separately throughout the document.

Key Topics

• Sales performance metrics for major and small accounts
• Time allocation of top sales performers
• Sales force training
• Drivers of strong sales force performance

Key Metrics

• Lead to sale ratio of top sales performers
• Sales force time allocations
• Time spent in training
• Percent of companies who have separate career paths for top sales performers

Key Findings

1. Sales Performance Metrics mainly used among survey participants are 1) # of sales calls, 2) year over year account revenue growth and 3) year over year territory revenue growth to measure the performance of their sales forces.
2. The majority of surveyed top sales representatives (top 20% of total sales force) spend between 25% and 75% interacting with customers and spend only 10-20% on administrative tasks.
3. 82% of the pharma/healthcare benchmark partners provide more than 1-2 weeks or more than 2 weeks of training per year; compared to manufacturing industry where the 63% of companies provide only 1-5 training days per year.

This research originated from a Best Practices, LLC Internet Benchmarking Exchange. It is based on survey responses from 49 benchmark partners across various industries.

If you purchase Best Practice Database document(s), you will have 30 days from the date of purchase to apply some or all of the cost of the document(s) toward the cost of a Full Access Individual, Pharma, Group or University Membership. Write us at [email protected] or call David Guinn at 919-767-9179 if you have any questions.