Are You Maximizing Your Sales Force Productivity?
In a recent survey, respondents reported that the service levels for delivering promotional materials to their sales team ranged from 90% to 94%. For a Pharmaceutical Sales Force of 150 representatives with 4 Promotional Cycles, this could mean over 1100 unproductive sales calls per Cycle where your marketing strategy did not get implemented on time.
|Measure Your Sales Rep Service Levels|
|Metrics||Survey Results||Your Company|
|Number of Representatives||150|
|Average Rep. days/cycle1||9000|
|Cycle days lost/Rep. (late or incomplete deliveries)||1.5|
|Unproductive days per cycle||225|
|% unproductive days||2.5%|
|Unproductive sales calls per cycle||1125|
|1Based on four promotional cycles and 5 calls per day|