As product and service differentiation becomes more difficult to achieve - in the dynamic global marketplace - effective sales channels that guarantee direct access to business-to-business customers are becoming more strategically important to growing and defending market share. At the same time many field sales leaders face growing pressure to reduce field sales investments and to ''produce more with less.'' Faced with increasing resource constraints, sales leaders need to supplement their internal sales force effectiveness measures with external cross-industry efficiency benchmarks to fully assess the performance of their field sales groups and validate their resource allocations.
We recognize that high performing sales groups across industries - irrespective of product or service provided - exhibit common operational practices, strategies and resource utilization levels. This study focused on producing key operational benchmarks and allows sales leaders to better inform their strategic and tactical decision-making. The quantitative benchmark data is supported by selective analyst commentary.
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