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E-Based Sales Training to Increase As Companies Look to Maximize Sales Force Field Time

Posted on: Wednesday, 27 July 2005, 09:00 CDT

CHAPEL HILL, N.C., July 27 /PRNewswire/ -- A recent study conducted by consulting company Best Practices, LLC for members of its Business Excellence Board found that most companies expect e-based sales training to be a primary tool in the next couple of years as companies look to control spending and maximize their training efforts.

The study of 33 companies found that 92 percent will spend more money this year than in previous years on web-based training services. Also, 84 percent will spend more this year on computer-based training using DVDs and CD-ROMs. Sales executives said that using e-learning platforms will help their companies increase training efficiency and minimize reps' non-field time.

More information from this study, "Manage Sales Training to Accelerate Speed to Productivity" can be found at http://www3.best-in-class.com/br69.ad .

While sales training is essential to compete in today's marketplace, many companies often are confused about the content that should be focused on and how best to deliver it to achieve the most return on investment.

Pharmaceutical companies train sales managers, but they focus much of their training to sales representatives who require in-depth knowledge about medical sciences and disease states when trying to gain access to physicians and conduct relevant and meaningful clinical dialogues.

Unlike pharmaceutical companies, non-pharmaceutical companies provide more training to sales managers than sales representatives. This training focuses on the selling environment and improving internal and external communications.

When training is off-subject and poorly delivered, it can be a money drain. Training adapted well to a field force can serve as essential ongoing education and a means of field unification and motivation.

The recent Business Excellence Board research, summary found at http://www3.best-in-class.com/br69.ad, focused on defining training resources, parameters and trends in pharmaceutical and biotechnology and other industries. The industry segments are compared to highlight similarities and differences.

Among the key topics covered in this recent research are: - Outsourcing - Budget - Staffing - Training Contents - Performance Measurement - Training Delivery Formats - Roles and Responsibilities

More detailed information from this study can be found at the Free Study Findings of the Business Excellence Board section of Best Practices, LLC's website. You can access the information here at http://www3.best-in-class.com/br69.ad.

This Business Excellence Board is a premium membership service of Best Practices LLC. It provides ongoing decision support to corporate executives through on-demand benchmark research, database access, and best practice information exchange. To learn more visit our website at http://www3.best-in-class.com/br69.ad . For more info, contact Cameron Tew at ctew@best-in-class.com or 919-403-0251 ext.246.

Best Practices, LLC

CONTACT: Cameron Tew of Best Practices, LLC, +1-919-767-9246, orctew@best-in-class.com

Web site: http://www.best-in-class.com/http://www3.best-in-class.com/br69.ad

Source: PRNewswire

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