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Maximizing Sales Force Effectiveness

  • ID: 42739
  • January 1997
  • 97 pages
  • American Productivity & Quality Center, APQC
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It should come as no surprise to anyone in sales that there is a direct relationship between the productivity of salespeople and the satisfaction of customers. Therefore, it is critical that companies continue to take their sales productivity to new heights, mainly by ensuring that their customers are more satisfied than the competition’s. To discover which aspects of the issue of sales productivity impact organizations most, the American Productivity & Quality Center (APQC) conducted a survey of toplevel sales managers and directors. Based on the respondents’ feedback, International Benchmarking Clearinghouse launched the Maximizing Sales Force Effectiveness study in late 1996. The study was designed to address three focus areas identified in the preliminary survey: the sales process, the sales force, and knowledge management.

The purpose of this multicompany benchmarking study was to identify and examine
innovations, best practices, and key trends in the area of sales force effectiveness. Fifteen companies participated in the study by attending a series of planning sessions, completing data-gathering surveys, and attending or hosting on-site interviews. Of READ MORE >

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- Sponsor and Partner Companies

A complete listing of the sponsor companies in this study, as well as the best-practice (“partner”) companies that were benchmarked for their innovation and
advancement in maximizing sales force effectiveness.

- Executive Summary

A bird’s-eye view of the study, presenting the methodology used and the key findings discovered throughout the course of the study. These findings are explored in detail in following sections.

- Key Findings

An in-depth look at the 14 key findings of this study in three topic areas: Sales Process, Sales Force, and Knowledge Management. The findings are supported by graphs and tables of quantitative data and qualitative examples of practices employed by the partner companies.

- Partner Company Profiles

Background information on the partner companies, as well as their innovative processes for maximizing sales force effectiveness.

- Appendix

Participants’ general sales background data.

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