High Performing Sales Forces Follow Same Path to Excellence.

CHAPEL HILL, N.C., Aug. 1 /PRNewswire/ -- The Internet has changed the way organizations communicate with customers but industry leaders haven't lost sight of the value of an effective sales force. It takes face-to-face interactions to build a relationship and high performing sales groups -- irrespective of product or service provided -- allocate 46 percent of their time identifying and addressing existing clients' business needs, according to a benchmarking study from Best Practices, LLC.

The research is a compilation of sales force metrics that showcases the leading practices of more than 40 organizations in manufacturing, pharmaceutical and software industry segments.

The study, Cross-Industry Field Sales Force Excellence, will help sales force executives across numerous industries better understand the effectiveness of their sales forces. The research probes areas such as: Sales Force Structure, Span of Control, Time Management, Training, Recruiting & Hiring, Compensation and more.

To download a complimentary study excerpt, go to: http://www3.best-in-class.com/rr837.htm

The research report illuminates the current state of affairs at best-in- class organizations, such as Pfizer, General Electric, Johnson & Johnson, Kraft, Eli Lilly, Microsoft, Novartis and Wyeth. The research data is presented both in cross-industry and segmented views.

   A small sample of the key metrics harvested from the study data include:   -- Account Time Management: Effective field sales representatives spend      64 percent of their time, on average, growing sales within existing      accounts and 36 percent of their time acquiring new accounts.   -- Revenue per Sales Person: The median revenue per sales person was      $1 million annually. Manufacturing led with $2.5 million while      consulting was at the other end of the spectrum at $400,000 in annual      revenues per sales person.   -- Sales Training:  Organizations on average outsource 27 percent of their      sales training needs.   

To discover more sales force performance benchmarks and view key findings from the comprehensive report, visit: http://www3.best-in-class.com/rr837.htm To learn more about Best Practices' other timely research visit: http://www3.best-in-class.com/ or contact Cameron Tew at 919-767-9246 or ctew@best-in-class.com

About Best Practices, LLC

Best Practices, LLC is a research and consulting firm that conducts work based 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 companies. For more information, call (919) 403-0251 or visit http://www.best-in-class.com.

CONTACT: Kim Hardin of Best Practices, LLC, +1-919-767-9221, khardin@best-in-class.com

Web site: http://www3.best-in-class.com/rr837.htm http://www.best-in-class.com/