文档介绍：IncreasingIncreasing SalesSales ProductivityProductivity
ThroughThrough SuperiorSuperior SalesSales ForceForce
PerformancePerformance ManagementManagement
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TableTable ofof ContentsContents
This Best Practices, LLC research study focuses on sales structure,
roles and responsibilities and preferred measures and target levels for
increased sales productivity.
PRESENTATION SECTIONS
• Study Objectives
• 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
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StudyStudy ObjectivesObjectives
Best Practices, LLC undertook this study to identify winning tactics and
lessons learned employed by global anizations to drive
revenue growth through superior performance management.
Study Objective Key Topic Areas
To Understand the • Sales Force Structure
Span of Control
Factors that Increase •
• Sales Force Size Factors
Growth and Productivity
• Territory Size Factors
Through Field-Based
• District Manager Roles
Performance Management
• Preferred Measures
• Standards of Excellence
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Universe of Learning
The Benchmark Class engaged sales managers and professionals from 13
peting within the global pharmaceutical marketplace. These
pharmaceutical anizations operate across three continents in 16
countries.
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Global Insights
Performance management insights to increase sales productivity were
harvested from sales forces across 16 countries on four continents.
PARTNER JOB TITLES
COUNTRY PARTNERS
• District Sales Managers
DENMARK,
• VP of Sales G