| | | Sales Challenger | |  2010 | 6 articles |
| Page 1 of 1 | Previous | Next | SALES CHALLENGER OCTOBER 2, 2012  Does Your President’s Club Reward the Right People? Specifically, we compared the results to our 2010 benchmarking data on President’s Clubs to analyze what’s changed on how companies qualify for President’s Club, the metrics companies use, and the incentives they provide as part of the program. SEC’s recent member survey explored how companies are using President’s Clubs to engage and maximize their sales force’s potential. | SALES CHALLENGER FEBRUARY 26, 2013  Your Best Reps Are Leaving It is well known that the costs of hiring, training, coaching, and compensating new employees are high. According to our 2010 Sales and Training benchmarks , companies spend on average USD 3,400 per year on training reps. Finding new talent is expensive and time consuming, as new hires receive on average 149 hours of training per year (three times more than experienced reps). | | | | | |
| SALES CHALLENGER FEBRUARY 4, 2013  Why Reps Never Change Increasing emphasis on Sales L&D has been a priority for companies for some time, as our 2010 Benchmarking survey found that 76% of respondents were increasing their focus on Sales L&D initiatives. Increasing training stickiness with reps is a challenge. In the past few years, the SEC has researched various ways to enhance training resonance with reps. | SALES CHALLENGER JUNE 20, 2011  Essential Reading List for Pharma Sales Professionals You might also be interested in: 2010 Sales Training and Development Benchmarks. With all of the SEC’s available resources, it can be tough to know where to begin—so why not get started with some Pharma fan-favorites? We compiled a list of the most downloaded SEC resources that your peers in the Pharma industry are using to help them excel at their jobs. | SALES CHALLENGER APRIL 1, 2011  Business Barometer: Sales Execs Quietly Confident About 2011 Growth 82% of executives expect their firms’ revenues to increase, up from 76% in Q4 2010 and, importantly, most of them expect meaningful growth of 5% and above. 78% of executives expect higher labor costs (up from 77% in Q4 2010 and 70% in Q3 2010). 76% of sales executives expect an increase in sales headcounts (up from 67% in Q4 and 53% in Q3 2010). . Breakdown by Function. | SALES CHALLENGER APRIL 4, 2011 How DuPont Helps Reps Assert Control of Negotiations December 2010 (9). November 2010 (15). October 2010 (10). September 2010 (10). August 2010 (11). July 2010 (11). June 2010 (13). May 2010 (8). April 2010 (9). March 2010 (12). Corporate Executive Board® CEB Home. About CEB. Services. Register | Contact Us. |. Log in. Corporate Executive Board. Sales Practice. The Sales Challenger™. News and Insight from the Team. About. Contributors. Visit SEC. Sorry, no posts matched your criteria. About SEC. The Sales Executive Council is a program within The Corporate Executive Board. | | | | | | | |
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