Best Practices in Pharmaceutical Sales
It is a challenging time for sales forces across all industries, especially in the pharma arena. Facing limited time with customers and growing competition, field sales forces need to perform at best-in-class levels to keep the top line growing. Based on more than 100 one-on-one interviews with top performing sales reps and other benchmarking data, this report will enable your company to identify gaps in sales force effectiveness and identify proven practices to set you on path to creating a world-class sales force.
Sales, marketing and training directors and vice presidents at pharmaceutical companies and other industries can use this report to improve rep effectiveness and efficiency by training their sales forces to perfect personal selling styles, build strong doctor relationships, and create customized sales approaches. Topics explored in the report include:
1. Greater sales force operating efficiency
2. Sales and revenue growth
3. Increased value of the rep-doctor relationship
4. More profitable targeting methods
5. Enhanced rep-DM relationships
6. Increased return-on-investment from sample distribution and speaker programs
Sales and Marketing > Sales Management d
Industries Profiled:
Pharmaceutical; Health Care; Shipping; Biotech; Chemical; Computer Software; High Tech; Manufacturing; Computer Hardware; Computers; Telecommunications; Distribution; Retail; Internet; Financial Services; Consulting
Companies Profiled:
AstraZeneca; Merck; GlaxoSmithKline ; Federal Express; Eli Lilly; Pfizer; Roche; Janssen; Bristol-Myers Squibb; Schering-Plough; Eastman Chemical; Microsoft; IBM; Xerox; Hewlett-Packard; Verizon; Fingerhut; Staples; USAA; PricewaterhouseCoopers
Study Snapshot
This pharmaceutical sales report focuses on best practices in six major areas: planning and targeting, conducting office calls, relationship management, sample management, program management and sales force management.
Findings were harvested from extensive research and interactions with the highest performing members of leading pharmaceutical companies. Top performing sales reps and district managers were selected through a rigorous screening process that reviewed various performance factors over a five-year period. Project findings were developed from the following sources:
- More than 100 one-on-one interviews with sales reps in the top quintile of performance.
- 25 rep rides in the top 1% of performance.
- 10 focus groups involving more than 50 top-performing reps.
- More than 50 interviews with top-performing district managers.
This 193-page study also includes additional benchmarking analysis and interviews with more than 40 companies across 16 industries. In addition, this report complies with the PhRMA Code on Interactions with Healthcare Professionals. The comprehensive nature of this study provides a 360-degree view of the strategies and tactics used by top-performing sales reps.
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Key Findings
The following key findings emerged from this extensive primary research:
- Continuously probe physician office culture, policies and preferences to create a customized sales approach.
- Build rapport with physicians by openly discussing goals, office service needs and personals needs.
- Manage and allocate samples to physicians according to prescription volume and by coaching doctors on the use of samples.
- Create relationship-building programs to meet specific customer needs and preferences.
- Manage sales reps by developing measurable goals, budgeting sufficient resources and providing continuous coaching.
- Empower reps to align planning, targeting and scheduling activities to reflect their personal selling approaches.
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Related Research:
Cross-Industry Field Sales Force Excellence
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As product and service differentiation becomes more difficult to achieve - in the dynamic global marketplace - effective sales channels that guarantee direct access to business-to-business customers are becoming more strategically important to growing and defending market share... (ID SM-172)
Companies Profiled: AAA, Abbott, Allergan, Ayurvet, more ...
Price: $3615.00 Free Excerpt Available
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