Trends and Future Directions for the High Performing District Sales Manager: A Comparative View from 2007 and 2009
Table of Contents
PROJECT OVERVIEW 3
Project Methodology and Study Objectives 4
Field Insights Span the Global Bio-Pharma Market 5
Range of Career Levels 6
KEY INSIGHTS 7
Key Observations, Insights and Findings 8
DETAILED FINDINGS 9
Global Pharma Sales Landscape is Still Shifting 10
DSM Future a Chief Concern 11
Most Reps, DMs Reside In-House 12
2007 Sales Force Size 13
2007 Number of Sales Reps and DMs 14
Sales Force Size Expected to Increase 15
Sales Force Growth Potential in 2007 16
Growth Factors and New Sales Models 17
2007, New Products Drove Sales Force Expansion 18
Pipeline Shapes Viewpoint 19
Sales Model in Flux and Cost-Saving Measures Contribute to Reduction 20
2007 Cost Pressures 21
Change Signals Began Lighting Up 22
2009 Field Probes Seek to Isolate Change Drivers 23
Technology is Enabling Change 24
Greater Specialization to Increase Rep Focus 25
Slow Uptake on Differentiated Rep Services 26
DM Training Curriculum 27
CSOs and External Partnerships 29
Pace-of-Change Indicators 30
2007: DM Business Acumen & Decision-Making Gain 31
Local Market Analytics Skills 32
Identifying & Analyzing Business Opportunities 33
2007: Strategic DM Activities 34
2007: Few Expected to Decline in Strategic DM Roles 35
Strategic Field Management 36
Discretionary Budgets, Decision-Training for DMs 37
New Empowerment Models 38
2007: Frequency Varies for Strategic DM Roles 39
DMs also Monitor CI and Build KOL Relationships 40
Gaps Exist in Key Activities 41
Half of Targeted Physicians Limit, Deny Rep Access 42
Experiencing Wide Range of Physician Accessibility 43
Impact of Changing Market on DM Role 44
Trends Morphing DM Role, Redefining Effectiveness 45
EBM and Health Outcomes Changing Sales Process 46
Preparing DMs & Reps on Health Outcomes Data 47
2007 Likeliest Trends 48
Top-Performers 49
2007 Top DM Competencies 50
Business Acumen will help DMs Meet Challenges 51
2007 Need for Stronger Science Background 52
Science Education, Trials Enrollment 53
Broad Training Needs 54
DM Training Requirements 55
2007: Future Changes 56
Sales Force Changes 57
Flexible, Customer-Focused, Trained DMs 58
Implementation 59
DM Success 60
2007: Most Critical DM Skill 61
Sales Rep License 62
More Training 63
Successful DM Skills 64
2007: Skills Most Vital for DMs 65
Managing Different Generations 66
Chief Challenge 67
2007: DM Challenges 68
2007: Diversity Training Offerings 69
Current Training & Importance of Generational Issues 70
Array of Pressures will Continue to Evolve DM Roles 71
Key Insights 72
About Best Practices 73
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