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.aspxhttp://www.spbt.org/resources/focus-magazine.aspx