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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U.S. Pharmaceutical Budget and Staffing Excellence: Benchmarking the Resources Required to Drive Productivity and Growth  Overview 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: $9995.00   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

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

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

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

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

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

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

Medical Science Liaisons: Gaining Access and Forging Relationships with Key Opinion Leaders  STUDY OVERVIEW As companies compete for the attention of physicians, key opinion leaders (KOLs) and thought leaders, they increasingly use medical science liaisons (MSLs) to build and strengthen KOL relationships... (ID PSM-234) Companies Profiled: Astrazeneca, Axcan Pharma Inc., Boehringer Ingelheim, Bristol-Myers Squibb, more ... Price: $2800.00   Free Excerpt Available

U.S. Sales Communications Excellence: Resources, Structure and Processes to Optimize Pharmaceutical Sales Communications  STUDY OVERVIEW Sales force performance significantly impacts growth and bottom line results... (ID PSM-225) Companies Profiled: Centocor, Sanofi-aventis, Adams Respiratory Therapeutics, Inc., more ... Price: $2495.00   Free Excerpt Available

Managing Sales Training to Accelerate Speed to Productivity  Though effective sales training is a valuable investment, it is being cut back out of economic necessity... (ID PSM-219) Companies Profiled: Abbott Laboratories, Nicor Gas, Wyeth, Allergan, more ... Price: $2495.00   Free Excerpt Available

Best Practices in Medicaid Sales  Medicaid is a unique market, requiring reps and sales managers to have their own plan for selling effectiveness... (ID SM-139) Industries Profiled: Manufacturing, Medical Device, Pharmaceutical, Financial Services Price: $2421.00   Free Excerpt Available