Increasing Sales Productivity Through Superior Performance Management

This study contains 64 graphics, 7 manager or executive narratives and 31 metrics. Unique metrics in the research study include companies’ actual minimum performance level targets for the five most critical performance measures that drive sales. The study also includes details on how companies structure and adjust their sales force over a “lifecycle” as the sales force grows and matures as well as insights on district manager productivity and coaching excellence. Metrics in this area include span of control for representatives to district managers and for district managers to regional managers.

See the Table of Contents & List of Exhibits, Key Findings and a Study Snapshot by clicking on the icons below and download the free study summary by clicking on 'Download Free Excerpt' to the right.

Study Snapshot

Winning sales performance doesn't just happen. Companies structure and deploy their sales forces and measure their performance to ensure that they have the greatest chance of achieving top sales performance. This 64-slide presentation reveals how 13 pharmaceutical companies across 16 countries shape their sales forces and measure their sales reps performance to capture the largest share of a market. 

More specifically, it covers how companies adjust their sales forces over a "lifecycle" as the sales force grows and matures, how companies define district manager productivity and coaching excellence and how they rate the performance measures most commonly used to increase sales productivity. Out of these performance measures, companies list the five that they deem most critical to sales rep performance and the minimal acceptable performance level for reps. Overall, the presentation includes: 

• 64 Information Graphics
• 7 Manager or Executive Narratives
• 31 Metrics

• the five most critical performance measures that companies use to assess rep performance
• a rating of these performance measures to gauge their importance to increasing sales productivity
• actual minimum acceptable levels for the five most critical performance measures

• Grow business by cultivating prescriber relationships through value-added services, including samples, medical education, patient education, business information and other insights that enable the doctor to better serve patients.

Some companies emphasize service in terms of a rep’s ability to quickly initiate and navigate clinical conversations that are pertinent to each physician, including using that physician’s most frequent or difficult patient profile as a springboard for discussion. Companies also stress other services, including rep’s assistance of physicians with the effective operation of their practices, such as helping them complete reimbursement forms.

• Benchmark Class
• Key Findings & Insights
• Adjusting for Sales Force Evolution & Lifecycle
• District Manager Productivity
• Coaching for Sales Execution Excellence
• Best Metrics for Optimizing Performance Management and Coaching
• Setting Standards for Performance Excellence
• Path Forward