Sales Forces Predict the Future: Reps Crunch Numbers to Super-Target Customers

Apr 05, 2001, 01:00 ET from Best Practices, LLC

    CHAPEL HILL, N.C., April 5 /PRNewswire/ -- Leading sales organizations
 calculate each account's potential economic value to funnel limited resources
 into the most profitable sales activities, according to a study from
 benchmarking leader Best Practices, LLC.  Sales reps who fail to monitor
 customer potential often miss opportunities for highly profitable
 relationships while squandering resources on low-yield clients.
     "Sales Management: Conquering the Field," available at
 www.BenchmarkingReports.com, reveals that sales reps armed with buyers'
 economic potential are able to target customers more effectively then those
 who use prospect lists based only on historical sales data.  One company
 dispenses software that helps sales reps calculate each account's expected
 economic value.  Reps then use the software to project clients' worth and
 build target lists that focus on the most highly profitable customers.
     "Sales Management: Conquering the Field" reveals how an elite group of
 companies builds sales forces that consistently drive high sales.  The leading
 practices, process maps, managerial insights and benchmark metrics in the
 study are drawn from lessons learned interviews with more than 30 companies
 across several industries.  BPLLC project analysts identified the following
 key drivers in achieving sales force success:
 
     * Employ targeting techniques to continuously prioritize customers, time,
       efforts, and marketing resources.
     * Design effective in-person sales calls to grow territory sales and
       develop brands.
     * Drive performance by developing measurable expectations.
 
     "Advanced tools and tactics add a good deal of science to the art of
 selling," notes Best Practices, LLC CEO Chris Bogan.  "Knowing which clients
 are most likely to buy - and buy again - allows reps to maximize territorial
 value without expending additional resources."
     To view the study's online summary or to order the report, visit
 http://www.BenchmarkingReports.com/pr/sm133.htm.  For more information about
 the report or to receive information about other benchmarking studies, contact
 Jan Blanchette at 919-403-0251 ext. 229 or jblanchette@best-in-class.com.
 
     ABOUT BEST PRACTICES, LLC
     Best Practices, LLC, conducts work based on the principle that
 organizations can chart a course to superior economic performance by studying
 top companies' best business practices, operating tactics, and winning
 strategies.  For more information about Best Practices, LLC, call 919-403-0251
 or visit the corporate website at http://www.best-in-class.com/ .
 
 

SOURCE Best Practices, LLC
    CHAPEL HILL, N.C., April 5 /PRNewswire/ -- Leading sales organizations
 calculate each account's potential economic value to funnel limited resources
 into the most profitable sales activities, according to a study from
 benchmarking leader Best Practices, LLC.  Sales reps who fail to monitor
 customer potential often miss opportunities for highly profitable
 relationships while squandering resources on low-yield clients.
     "Sales Management: Conquering the Field," available at
 www.BenchmarkingReports.com, reveals that sales reps armed with buyers'
 economic potential are able to target customers more effectively then those
 who use prospect lists based only on historical sales data.  One company
 dispenses software that helps sales reps calculate each account's expected
 economic value.  Reps then use the software to project clients' worth and
 build target lists that focus on the most highly profitable customers.
     "Sales Management: Conquering the Field" reveals how an elite group of
 companies builds sales forces that consistently drive high sales.  The leading
 practices, process maps, managerial insights and benchmark metrics in the
 study are drawn from lessons learned interviews with more than 30 companies
 across several industries.  BPLLC project analysts identified the following
 key drivers in achieving sales force success:
 
     * Employ targeting techniques to continuously prioritize customers, time,
       efforts, and marketing resources.
     * Design effective in-person sales calls to grow territory sales and
       develop brands.
     * Drive performance by developing measurable expectations.
 
     "Advanced tools and tactics add a good deal of science to the art of
 selling," notes Best Practices, LLC CEO Chris Bogan.  "Knowing which clients
 are most likely to buy - and buy again - allows reps to maximize territorial
 value without expending additional resources."
     To view the study's online summary or to order the report, visit
 http://www.BenchmarkingReports.com/pr/sm133.htm.  For more information about
 the report or to receive information about other benchmarking studies, contact
 Jan Blanchette at 919-403-0251 ext. 229 or jblanchette@best-in-class.com.
 
     ABOUT BEST PRACTICES, LLC
     Best Practices, LLC, conducts work based on the principle that
 organizations can chart a course to superior economic performance by studying
 top companies' best business practices, operating tactics, and winning
 strategies.  For more information about Best Practices, LLC, call 919-403-0251
 or visit the corporate website at http://www.best-in-class.com/ .
 
 SOURCE  Best Practices, LLC