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Improving Sales Rep Performance: Life Scientists' Perspectives
BioInformatics, LLC, April 2007, Pages: 189
Overview
With the large amount of product data available on the Internet, the constant changes in the competitive landscape, and the popularity of online ordering, the role of the sales rep is evolving. Improving Sales Rep Performance: Life Scientists’ Perspectives identifies how sales representatives remain a crucial element of competitiveness in the life science market. Detailed descriptions of the strengths and weakness of the leading sales forces in the life science market will permit head-to-head comparisons and help you organize, recruit and train your sales force to reflect the needs and expectations of the customer.
Benchmarking the Customer-Sales Rep Interface
This report will identify how often scientists want to interact with sales reps and what their preferred means of contact are. In addition, the concept of receptivity to technical and purchasing assistance is explored and recommendations on how to maximize interactions with the most valuable types of customer, 'the highly receptive' scientist, are outlined. The specific preferences of these scientists will be outlined, allowing suppliers to understand and target this key group of scientists.
Customer Expectations for Support & Advice
Find out what types of technical and purchasing assistance scientists want, as well as what types of products require the most support. The report will also identify how often sales reps should follow up, both in aggregate and by level of receptivity to purchasing.
Additionally, alternative sources of technical support are identified by usage level and effectiveness.
Evaluating Your Sales Force’s Performance
Scientists report on how visible they find your sales reps to be and what they find to be the most useful type of assistance. Scientists also identify which personal and professional attributes they prefer in a sales rep. Customer satisfaction with purchasing assistance and technical assistance from sales reps is presented, allowing suppliers
to understand how they compare and where they may be falling short. Finally, purchases that can be attributed to the influence of a sales rep are identified, allowing suppliers to better understand the importance of sales reps to achieving overall sales goals.
Maximizing a Sales Rep’s Effectiveness
Good customer service is essential for any sales rep. This report identifies what scientists expect from sales reps in terms of follow up time to questions, preferred materials to leave behind after a meeting, and more. Additionally, the report identifies how scientists
prefer to order—through the supplier’s Web site or via the sales rep—once they’ve been convinced to buy.
Recruiting & Training Your Sales Team
This report is essential for understanding what personal and professional qualities your sales team should have. Scientists identified the traits and skills they expect from their sales reps. Additionally, they indicated their preferred means of organizing a sales team—with this report, find out if your customers prefer to have a single sales rep for all of their purchases or a number of specialists for different disciplines, products, or techniques.
Report Objectives
This report is designed to offer insights on how sales executives can recruit, train, organize, and support their sales force to reflect the needs and expectations of their scientific customers. Based upon the best-selling 2005 report, Improving Sales Rep
Performance: A Global Analysis, this report includes several new features designed to help increase the effectiveness of sales reps in an increasingly competitive and electronic-based market:
- Quantifying the customer value of sales reps on a supplierspecific basis
- Examining customer expectations regarding sales reps by receptivity level to technical and purchasing support
- Understanding the sales rep’s role in eCommerce
This report also provides readers with insights into key aspects of identifying, training and managing an effective sales force team including:
- Identifying the personal qualities that characterize an effective sales rep
- Describing the professional training and skills that increase a sales rep’s credibility
- Clarifying how a sales rep can best facilitate purchase decisions
- Determining what types of support customers expect from their sales reps
- Recognizing which suppliers have the best-trained, most successful sales reps
Data on the following companies is included in this report:
Affymetrix
Agilent Technologies
Ambion
Applied Biosystems
BD Biosciences
Beckman Coulter
Bio-Rad
Calbiochem
Clontech
Dako Sigma-Aldrich
Eppendorf
Fermentas
GE Healthcare
Gilson VWR International
Invitrogen Waters
Millipore
New England Biolabs
PerkinElmer
Pierce
Promega
Qiagen
R&D Systems
Roche Applied Science
Santa Cruz Biotechnology
Stratagene
Takara
Thermo Fisher Scientific
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