Measuring Sales Effectiveness and Monitoring Performance

By Scott Sambucci | March 23, 2012

Came across an interesting micro-study on pharmaceutical selling from RM Consulting. Think about “message leakage” as the quality and delivery of the sales call.  The study found that the raw count of sales calls mattered far less, and even had a negative correlation, to sales success.  The most successful reps were those that successfully delivered the marketing and product message to their doctor clients. 

Quality > quantity.