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Sales Force Excellence: Best Practices to Maximize Sales Effectiveness.

CHAPEL HILL, N.C., March 29 /PRNewswire/ -- In the increasingly competitive global marketplace, companies are losing the ability to differentiate their products and services. For best-in-class organizations, the best defense is a good offense: They encourage continuous improvement in their sales force so that they can rapidly adapt to a changing sales environment. Research and consulting firm Best Practices, LLC has identified the crucial drivers of sales force excellence through its extensive research, helping sales teams at world-class companies improve productivity and bottom- line results. Best Practices, LLC's research provides ready-to-implement tools, methods and techniques in sales effectiveness and account management. These best practices include fostering a culture of continuous improvement, implementing effective selling skills and behaviors, and tracking key metrics for sales performance measurement. A complimentary research excerpt including sample metrics and best practices is available at http://www3.best-in-class.com/cr117.htm.

Best Practices, LLC has helped numerous Fortune 500 companies improve their sales force effectiveness:
 - In a benchmarking study on sales training, participating partners
 revealed that they spent 31 to 50 hours training their sales
 representatives (41.5 on average), primarily through on-the-job
 coaching and interactive classroom training sessions.

 - In a benchmarking study on sales performance management, over half of
 the benchmark class indicated that they mainly use number of sales
 calls, year over year account revenue growth and year-over-year
 territory revenue growth to measure the performance of their sales
 forces.

 - Best Practices, LLC recently helped a leading pharmaceutical company
 re-equip their service-oriented contact center representatives with
 sales training and skills to increase cross-selling and up-selling
 opportunities. In the transition process, one interviewed executive
 noted that successful service-to-sales transformation begins with a
 carefully thought out message that is communicated to employees at the
 earliest stages in order to more effectively secure their buy-in to the
 shift in organizational goals.




Best Practices, LLC has extensive experience executing quantitative and qualitative benchmarking projects and developing organizational strategies that are supported by best practices. For more information contact Dan Egbert, Manager of Research Operations, at (919) 403-0251 ext. 232 or degbert@best-in-class.com, or visit our sales management research website at http://www3.best-in-class.com/cr117.htm.

ABOUT BEST PRACTICES, LLC

Best Practices, LLC is a research and consulting firm that works on the principle that organizations can chart a course to superior economic performance by studying the best business practices, operating tactics and winning strategies of world-class organizations. Our suite of customized research and consulting services is designed to assist you in improving your company's performance by analyzing the winning practices of leading corporations. Visit our corporate site at http://www.best-in-class.com/.

CONTACT: Media, Mark Schoeman of Best Practices, LLC, +1-919-403-0251 ext. 258, or mschoeman@best-in-class.com

Web site: http://www3.best-in-class.com/cr117.htm http://www.best-in-class.com/
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Publication:PR Newswire
Date:Mar 29, 2006
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