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  Innovative Sales Strategies & Metrics Report 2014  

Contents

Your road map to future-proofing your sales force

Welcome . . 3
About eyeforpharma . . 4
Acknowledgments . . .5
Index of figures . . . .8
Index of tables . . . .9
Methodology . . 10
Executive summary . . 14
Introduction . . 18

1. Rationale for innovative sales strategies . . 20
1.1 Ideas pipeline . . 21
1.1.1 Bringing sales and marketing teams together . . 21
1.1.2 Ramping up technology use . . 21
1.2 Incentivizing sales reps . . 25
1.2.1 Where sales reps' priorities lie . . 26
1.2.2 Tailoring KPIs to achieve best outcomes . . 27
1.3 Skilling up reps for retention . . 28
1.4 PCP versus specialist rep skills . . 31
1.5 Sales best practice . . 32
1.6 Out-of-industry examples . . 33
Case study: Multichannel marketing – Nespresso capsule coff ee machines . . 34
Case study: Digital innovations in automotive sales . . 34
1.7 Future trends . . 35

2. Measuring sales rep performance . . 38
2.1 Measuring quality of sales reps' contact . . 55
2.2 Out of industry benchmarks . . 56

3. Integrating departments and utilizing technology . . 57
3.1 Using technology to measure reps performance . . 57
3.2 Integrating departments and client-facing roles . . 58
3.3 Data analysis . . 58

4. The future sales rep . . 61

5. Industry learnings . . 64

Abbreviations . . 65

References . . 66

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