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Sales and Marketing > Sales Management > Managing Sales Force > Performance Management
Performance Management Research

Evolution of the District Sales Manager Role 
Non-members: Click here for a complimentary excerpt of Evolution of the District Sales Manager Role Study Overview The District Sales Manager is the acknowledged cornerstone of pharmaceutical sales force effectiveness and high performance... (ID 5016)
Companies Profiled: Wyeth Pharmaceuticals, Watson Pharmaceuticals, Abbott Laboratories, MedPointe, more ...
Price: $2650.00   Free Excerpt Available
Rewarding and Recognizing Top-Performing Sales People: Keys to Program Success 
Non-members: Click here for a complimentary excerpt of Rewarding and Recognizing Top-Performing Sales People: Keys to Program Success... (ID 4996)
Companies Profiled: Abbott HealthSystems Division, American Express, AstraZeneca Pharmaceuticals, Biovail, more ...
Price: $5995.00   Free Excerpt Available
How IT Functions Support Sales Force Communications (Pharma-Focused) 
Non-members: Click here to sign-up for a complimentary tour of "How IT Functions Support Sales Force Communications (Pharma-Focused)" STUDY OVERVIEW It's common for sales reps and district managers in the pharma industry to find their email and voice mail boxes filled with internal communications... (ID 4971)
Companies Profiled: Allergan, Genentech, Eli Lilly, Janssen, more ...
Price: $1476.00
Corporate's Role in Training & Supporting Effective Sales Reps Communications 
Non-members: Click here to sign-up for a complimentary tour of "Corporate's Role in Training & Supporting Effective Sales Reps Communications" STUDY OVERVIEW Sales force representatives in many industries, and particularly those with large sales force sizes like the pharma industry, experience a constant flow of internal communication that - when redundant or poorly prioritized - can undermine their productivity... (ID 4970)
Companies Profiled: Allergan, Purdue Pharma, Genentech, Eli Lilly, more ...
Price: $1362.00
The Role of the District Sales Manager in Directing Effective Sales Communications 
Non-members: Click here to sign-up for a complimentary tour of "The Role of the District Sales Manager in Directing Effectiveness Sales Communications" STUDY OVERVIEW Pharmaceutical sales force reps face a daily barrage of email, voice mail and other forms of internal communication that eat away at their main task: selling... (ID 4969)
Companies Profiled: Purdue Pharma, Allergan, Genentech, Merck, more ...
Price: $1476.00
Streamlining Pharmaceutical Sales Force Communication - Key Findings 
Non-members: Click here to sign-up for a complimentary tour of "Streamlining Pharmaceutical Sales Force Communication - Key Findings" STUDY OVERVIEW Efficient use of email and voicemail can drive the productivity of a pharma company's direct sales force by delivering vital tactical and motivational information... (ID 4968)
Companies Profiled: Sanofi-aventis, Purdue Pharma, Janssen, Pfizer, more ...
Price: $1703.00
Medicare Part D: Trends & Opportunities in Long Term Care Sales & Contracting Strategies 
Non-members: to download a complimentary excerpt of this document, please click here... (ID 4942)
Companies Profiled: Amgen, Upsher-Smith, Talecris, Sepracor, more ...
Price: $2162.00
Cross-Industry Field Sales Force Effectiveness: Time Management and Performance Benchmarks 
Non-members: Click here to sign-up for a complimentary tour of "Cross-Industry Field Sales Force Effectiveness: Time Management and Performance Benchmarks" STUDY OVERVIEW As product and service differentiation becomes more difficult to achieve in the dynamic global marketplace, effective sales channels that provide direct access to business-to-business customers are becoming more strategically important... (ID 4939)
Companies Profiled: AAA, Abbott, Allergan, Ayurvet, more ...
Price: $1575.00
Achieving Service-to-Sales Call Center Business Goals with Performance Measurement Systems 
Non-members: for a complimentary excerpt featuring this document, please click here... (ID 4854)
Companies Profiled: Intuit, Fleet Bank, Vodafone, UMB, more ...
Price: $993.00
Design and Administration of Sales Training Programs 
NonMembers: To download the complimentary study excerpt of "Design and Administration of Sales Training Programs", click on the following link: http://www3... (ID 4849)
Companies Profiled: 3M, Novartis, General Mills, PLIVA Pharmaceuticals, more ...
Price: $1195.00
Benchmarking Sales Performance Management Structures 
Non-members: Click here to sign-up for a complimentary tour of "Benchmarking Sales Performance Management Structures" Study Overview Companies across industries are continuously challenged with optimizing the productivity of their sales force... (ID 4821)
Companies Profiled: Abbott, Pfizer, Bristol-Myers Squibb, LifeScan, more ...
Price: $894.00
Leveraging Integrated Marketing to Drive Sales: Meeting Proceedings 
Non-Members: To download the complimentary excerpt of "Leveraging Integrated Marketing to Drive Sales," click on the following link: http://www3... (ID 4808)
Companies Profiled: Xerox, Best Practices LLC, Longwoods International, Teradata, more ...
Price: $829.00
Managing Sales Training to Accelerate Speed to Productivity 
Study Overview Though effective sales training is a valuable investment, it is being cut back out of economic necessity... (ID 4732)
Companies Profiled: Abbott Laboratories, Allergan, ALTANA Pharmaceuticals, Anthem, more ...
Price: $2495.00
Management of a Dual Sales Force in a Pharmaceutical Co-Promotion Effort 
Study Overview The successful management of sales teams from two different organizations during a co-promotion effort is a vital yet challenging component to the increased sales and greater returns for both companies... (ID 4667)
Companies Profiled: Abbott, Sanofi-aventis, Daiichi Pharmaceutical Co., AstraZeneca, more ...
Price: $2108.95
Contact Center Operations: Effectively Serving Customers' Technical Issues 
Non-members: Click here to sign-up for a complimentary tour of "Contact Center Operations: Effectively Serving Customers' Technical Issues" Based on a survey of 29 primarily high-tech organizations, this 25-slide presentation identifies trends in contact centers that service customers with technical issues... (ID 4551)
Companies Profiled: Bioproducts, Vodacom, Talisma, WJ Communications, more ...
Price: $823.95
Best Practices in Sales Recognition Programs 
This 19-slide presentation evaluates 84 companies on the prevalence and mixture of tangible and intangible rewards used in sales recognition programs... (ID 4518)
Companies Profiled: Nike, Sanofi-aventis, Organon, DSM, more ...
Price: $574.95
Managing Field Pharmaceutical Sales Data Inquiries 
Inquiries coming in from sales representatives are a management issue at any company... (ID 4458)
Companies Profiled: Eli Lilly, Pharmacia (now Pfizer), Janssen, GlaxoSmithKline , more ...
Price: $1658.95
Increasing Sales Productivity Through Superior Sales Force Performance Management 
To view a study excerpt of this benchmarking effort, please click here: Study Excerpt: Superior Sales Force Performance Management The excerpt contains one section of the study: Adjusting for Sales Force Evolution and Lifecycle... (ID 4420)
Companies Profiled: Merck, Wyeth, TEAMM Pharmaceuticals, Novartis, more ...
Price: $1891.00
Managing Pharmaceutical Sales Force Incentives for High Performance 
This 15-slide PowerPoint presentation lays out the latest trends and thinking on whether to cap or uncap incentive pay from six leading global pharmaceutical companies... (ID 4405)
Companies Profiled: AstraZeneca, Roche, Pfizer, Merck, more ...
Price: $1094.95
Sales Force Automation: SFA and CRM Vendor Management Models (Presentation) 
This 18-page presentation compares three approaches to sales force automation solution and system management... (ID 4330)
Companies Profiled: Pfizer, 3M, Hewlett-Packard, GlaxoSmithKline , more ...
Price: $653.95
Managing A Sales Force Expansion: Targeting & Routing 
This 88-page presentation covers best practices in targeting and routing sales reps throughout territories and individual sales calls during a sales expansion... (ID 4328)
Companies Profiled: Sanofi-aventis, Pfizer, AstraZeneca, Bristol-Myers Squibb, more ...
Price: $1494.95

 


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