Abstract
Sales reps are a vital part of a life science suppliers success because they
provide a direct link to scientists. By improving your sales reps credibility
and effectiveness, lasting relationships with customers will be formed. These
relationships will boost satisfaction, loyalty and ultimately, long-term
profitability.
Sales reps are an expensive resource, and companies often do not realize the
maximum return on their investment. Merely focusing on the quantitative aspects,
such as increasing the size of the sales force, will not necessarily increase
revenue. Instead, a combination of qualitative and quantitative factors needs to
be addressed in order to maximize sales force performance.
Based on a 34-question survey of over 1,800 scientists, the second edition of
Improving Sales Rep Performance: A Global Analysis is designed to offer insights
on how sales executives can align their sales force recruitment and training,
organization and support in a way that reflects the needs and expectations of
scientific customers.
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