Lagging vs. Leading Indicators

According to a recent DME Monitor report, 29% of FLMs in the pharmaceutical industry fell short of their annual sales goal. The average FLM achieves only 97% of his or her number with fewer than 60% of his or her team members (57%) achieving their individual quota.

In a review of 472 field coaching reports from five different sales teams, Echelon found that 86% of FCRs completed by top-performing managers reflected a strong correlation with the criteria associated for quality coaching.


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