Focus Magazine - Fall 2011 - 40

SPBTINFOGRAPHIC

SPBT Mini-Benchmark:

District Sales Manager Training
Where does the DM training function report up to?
6% 16%
I Other I Human Resources I Sales Training

What is the background of most DM trainers?
7% 17%
I Other I Most are outside consultants I Most have been trainers in other areas of our dept.

23%

I Most have prior sales management experience

78%

54%

Which topics do you include in your DM curriculum?

Trainer to DM Ratio

Coaching Leadership Compliance/Regulatory Topics Hiring/Selection Performance Management/HR Process Business Acumen/Planning Communication/Social Styles Product Training Selling Skills Team Building Presentation Skills Ethics Emotional Intelligence Time Management Managed Care Medicare/Medicaid
40

98% 80% 76% 76% 76% 73% 73% 57% 55% 41% 39% 35% 31% 27% 25% 12%

On average, 1 trainer supports 21 DMs.

21

For more information about purchasing the SPBT Benchmark Study Report, available only to SPBT members, contact Miki St. Clair at (540) 725-3859 or mstclair@spbt.org
* Data is from a survey distributed in August 2011 and completed by 51 SPBT member companies.
FOCUS | FALL 2011 | www.spbt.org/resources/focus-magazine.aspx


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Focus Magazine - Fall 2011

Table of Contents for the Digital Edition of Focus Magazine - Fall 2011

Focus Magazine - Fall 2011
Leap of Faith
Contents
Field-Based Training: Developing Future Leaders
Gender Inequities in Training
Social Learning in Action: Beyond the Hype
Time Management: Training the Clock-Watcher
Cover Story: Pfizer: Managing Manager Development
The Well-Rounded Rep: 4 Ways to Make Soft-Skills Training More Effective
Mobile Learning: The Power to Perform
Demystifying MSL Training
Leadership Lessons from the Military
Coaching the Amiable Rep
Investing in Sales Training 2.0
Infographic
Clip & Go Activity
Heard it on the Tweet
People News
Company News
Ad Index
Focus Contacts
5 Questions With…John Baldoni
Focus Magazine - Fall 2011 - Focus Magazine - Fall 2011
Focus Magazine - Fall 2011 - Cover2
Focus Magazine - Fall 2011 - 3
Focus Magazine - Fall 2011 - 4
Focus Magazine - Fall 2011 - 5
Focus Magazine - Fall 2011 - 6
Focus Magazine - Fall 2011 - Leap of Faith
Focus Magazine - Fall 2011 - 8
Focus Magazine - Fall 2011 - Contents
Focus Magazine - Fall 2011 - 10
Focus Magazine - Fall 2011 - 11
Focus Magazine - Fall 2011 - 12
Focus Magazine - Fall 2011 - Field-Based Training: Developing Future Leaders
Focus Magazine - Fall 2011 - 14
Focus Magazine - Fall 2011 - Gender Inequities in Training
Focus Magazine - Fall 2011 - 16
Focus Magazine - Fall 2011 - Social Learning in Action: Beyond the Hype
Focus Magazine - Fall 2011 - 18
Focus Magazine - Fall 2011 - Time Management: Training the Clock-Watcher
Focus Magazine - Fall 2011 - 20
Focus Magazine - Fall 2011 - Cover Story: Pfizer: Managing Manager Development
Focus Magazine - Fall 2011 - 22
Focus Magazine - Fall 2011 - 23
Focus Magazine - Fall 2011 - 24
Focus Magazine - Fall 2011 - The Well-Rounded Rep: 4 Ways to Make Soft-Skills Training More Effective
Focus Magazine - Fall 2011 - 26
Focus Magazine - Fall 2011 - 27
Focus Magazine - Fall 2011 - 28
Focus Magazine - Fall 2011 - Mobile Learning: The Power to Perform
Focus Magazine - Fall 2011 - 30
Focus Magazine - Fall 2011 - 31
Focus Magazine - Fall 2011 - Demystifying MSL Training
Focus Magazine - Fall 2011 - 33
Focus Magazine - Fall 2011 - 34
Focus Magazine - Fall 2011 - Leadership Lessons from the Military
Focus Magazine - Fall 2011 - Coaching the Amiable Rep
Focus Magazine - Fall 2011 - 37
Focus Magazine - Fall 2011 - Investing in Sales Training 2.0
Focus Magazine - Fall 2011 - 39
Focus Magazine - Fall 2011 - Infographic
Focus Magazine - Fall 2011 - 41
Focus Magazine - Fall 2011 - 42
Focus Magazine - Fall 2011 - Clip & Go Activity
Focus Magazine - Fall 2011 - Heard it on the Tweet
Focus Magazine - Fall 2011 - 45
Focus Magazine - Fall 2011 - People News
Focus Magazine - Fall 2011 - Company News
Focus Magazine - Fall 2011 - Ad Index
Focus Magazine - Fall 2011 - Focus Contacts
Focus Magazine - Fall 2011 - 5 Questions With…John Baldoni
Focus Magazine - Fall 2011 - Cover3
Focus Magazine - Fall 2011 - Cover4
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