Pharmaceutical Sales Training: Turning New Hires into Top Performers

• Training content by employment interval
• Budget trends and outsourcing of training
• Training program effectiveness measures
• Projected future content needs
• Budget comparisons for training new reps vs. experienced hires
• Key qualifications of top sales reps

Data was collected through surveys and interviews with training vice presidents, managers and directors.

Sales and Marketing > Sales Management

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Communications Excellence: Optimizing Group Structure & Operations  Effective external communications activities help organizations build strong stakeholder relationships and marketplace success... (ID PSM-254) Companies Profiled: Medtronic, Maxcom, Eisai, Fluke, more ... Price: $8000.00   Free Excerpt Available

The High Performing Pharmaceutical District Sales Manager: Current Trends & Future Directions  The District Sales Manager is the acknowledged cornerstone of pharmaceutical sales force effectiveness and high performance... (ID SM-178) Companies Profiled: Abbott Laboratories, Sanofi-aventis, Boehringer Ingelheim, Eli Lilly and Company, more ... Price: $7895.00   Free Excerpt Available

Managed Care Pull-Through Excellence: From Formulary Access to Increased Market Share  Winning a favorable managed care formulary position can be a Herculean task for pharmaceutical companies today, but successful brand leaders know that position alone doesn’t guarantee increased market share... (ID SM-187) Companies Profiled: Abbott, Bayer Healthcare, Johnson & Johnson, GlaxoSmithKline , more ... Price: $7000.00   Free Excerpt Available

Trends and Future Directions for the High Performing District Sales Manager: A Comparative View from 2007 and 2009  The district sales manager (DM) is the cornerstone of sales force effectiveness and high performance... (ID PSM-247) Companies Profiled: Actelion, Schering-Plough, Sanofi-aventis, Shire, more ... Price: $6500.00   Free Excerpt Available

Rewarding & Recognizing Top-Performing Sales People  STUDY OVERVIEW Sales leaders and organizations that regularly meet and exceed revenue targets have mastered the art of motivating their sales representatives... (ID PSM-224) Companies Profiled: Abbott, Wyeth Pharmaceuticals, W.L. Gore and Associates, Vanguard, more ... Price: $5995.00   Free Excerpt Available

U.S. Pharmaceutical Budget and Staffing Excellence: Benchmarking the Resources Required to Drive Productivity and Growth  Best Practices Pharmaceutical Budget and Staffing Benchmark Guide (260 slides) allows pharmaceutical and biotech companies to critically evaluate their budgets and staffing levels in order to enhance organizational efficiencies... (ID HR-60) Companies Profiled: Forest Laboratories, AstraZeneca, Berlex Laboratories, Amgen, more ... Price: $5995.00   Free Excerpt Available

Medical Science Liaisons: Gaining Access and Forging Relationships with Key Opinion Leaders  STUDY OVERVIEW As companies find their time limited with physicians and Key Opinion Leaders (KOLs) , the role of medical science liaisons (MSLs) becomes more crucial in building and strengthening KOL relationships... (ID PSM-234) Companies Profiled: Abbott Labs, Vertex Pharmaceuticals, Amgen, Astellas, more ... Price: $5675.00   Free Excerpt Available

Professional & Trade Relations Excellence: Optimizing Group Structure & Operations  Professional Trade Relations groups play a crucial role of influencing company’s reputation to professional, payer and patient groups... (ID PSM-263) Companies Profiled: Abbott, Mid-Cap Pharmaceutical Co., Alcon, Mitsubishi Tanabe Pharma, more ... Price: $5500.00   Free Excerpt Available

Developing Managed Care Pull-Through Excellence  In today's pharmaceutical marketplace, companies not only have to fight to win product placement on Managed Care formularies but also to "pull through" the business and increase market share after a win... (ID PSM-241) Companies Profiled: Abbott Laboratories, Alcon, Allergan, AstraZeneca, more ... Price: $5200.00   Free Excerpt Available

Optimizing Key Opinion Leader Relationships: Best Practices in KOL Management  Study Overview The advocacy of Key Opinion Leaders (KOLs) has proven to be among of the most effective and critical means of building product awareness in the medical and scientific communities... (ID PSM-235) Companies Profiled: Abbott Laboratories, Sanofi-aventis, URL Pharma, Transoma Medical, more ... Price: $5200.00   Free Excerpt Available

External Communications Excellence: Optimizing Group Structure & Operations  As companies grow, effective external communications activities help organizations build strong stakeholder relationships and marketplace success... (ID PSM-256) Companies Profiled: Medtronic, Maxcom, Eisai, Fluke, more ... Price: $5100.00   Free Excerpt Available

Pharma Sales Force Effectiveness: Increasing Productivity Through Streamlined Internal Communication  Study Background Internal communication can make or break the productivity of a direct sales force... (ID SM-173) Companies Profiled: Pfizer, Sanofi-Aventis, Purdue Pharma, Janssen, more ... Price: $5015.00   Free Excerpt Available

Best Practices in Advancing Customer Marketing: Innovations in Engaging and Communicating with Health Care Providers, Patients, Payers and KOLs  To overcome challenges in reaching all pharmaceutical customers today, savvy bio-pharmaceutical company leaders must embrace innovation in their marketing programs... (ID PSM-280) Companies Profiled: EMD Serono, Molnlycke Healthcare, Boehringer Ingelheim, Glenmark, more ... Price: $5000.00   Free Excerpt Available

Sales Force Effectiveness: Benchmarking the Resources and Structure Required To Service The U.S. Hospital Marketplace  The U... (ID PSM-215) Companies Profiled: Bayer, Sanofi-aventis, Procter & Gamble Pharma, TAP, more ... Price: $4950.00   Free Excerpt Available

Internal Communications Excellence: Optimizing Group Structure & Operations  Internal communications is a small but important group that delivers information to an organization's employees on issues such as corporate initiatives and benefits... (ID PSM-255) Companies Profiled: Medtronic, Maxcom, Eisai, Fluke, more ... Price: $4900.00   Free Excerpt Available

Pharmaceutical Sales Training: Turning New Hires into Top Performers  Pharmaceutical Sales Training: Turning New Hires into Top Performers (SM-171) provides a comprehensive look at sales training delivery, content, budgets and trends at leading pharmaceutical companies across the globe... (ID SM-171) Companies Profiled: Abbott Laboratories, Sanofi-aventis, Dey, Amylin, more ... Price: $4854.00   Free Excerpt Available

Best Practices in Pharmaceutical Sales  It is a challenging time for sales forces across all industries, especially in the pharma arena... (ID SM-134) Companies Profiled: AstraZeneca, Merck, GlaxoSmithKline , Federal Express, more ... Price: $4602.00   Free Excerpt Available

Communication Excellence: Tactics Used by BioPharma Executives to Increase Organizational Effectiveness  Technology has evolved to the point where employees and employers can freely communicate with each other and the external world... (ID PSM-273) Companies Profiled: Abbott, Sanofi Pasteur, Gardner Assocites, Target Point ltd, more ... Price: $4000.00   Free Excerpt Available

Communications Excellence: Tactics Used by Executives to Increase Organizational Effectiveness  Today, technology has evolved to the point where employees and employers can freely communicate with each other and external world... (ID PSM-270) Companies Profiled: Abbott, Sanofi Pasteur, Gardner Assocites, Target Point ltd, more ... Price: $4000.00   Free Excerpt Available

Cross-Industry Field Sales Force Excellence  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