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National Sales Director’s Roles & Responsibilities

Benefit from specific sales management recommendations as well as guiding principles for success... (ID PSM-206)

Best Practices for Managing Biopharma Sales Compensation During the COVID-19 Pandemic and Beyond

With many biopharma organizations having moved to a virtual model in response to the COVID-19 pandemic, field sales teams are facing numerous challenges in achieving their goals and targets... (ID CM-8)
Companies Profiled: AeroGen, Inc., Aimmune Therapeutics, Alcon, more ...

Medical Device Sales Excellence: Training Field Professionals to Deliver Value-Based Solutions to Today’s Customers

To meet the challenges posed by the consolidation and increasing leverage of care networks and hospitals, medical device sales professionals must ada... (ID PSM-344)
Companies Profiled: Ambu, B. Braun, Boston Scientific, ConvaTec, more ...

Rewarding & Recognizing Top-Sales People

STUDY OVERVIEW

Factors That Drive Results for Biopharmaceutical Sales Training Programs

More than ever, strong field sales training is a "must" for biopharma manufacturers seeking to place knowledgeable, productive and effective reps in front of physicians and other key customers... (ID PSM-355)
Companies Profiled: Allergan, Arbor, Astellas, AstraZeneca, more ...

Deploying the iPad or Android-Based Tablet to Sales and Managed Markets Teams: Benchmarking Training and Effectiveness (Updated 2014)

With increasing adoption rates of iPads amongst physicians and patients these devices have risen beyond just technology upgrades to become integral part of sales strategy and processes... (ID PSM-290)
Companies Profiled: Janssen, Insorb, Boehringer Ingelheim, Rimedio, more ...

Pharmaceutical Sales Training Excellence: Tools, Processes & Resources That Drive Effectiveness

The training of an organization's sales force -- particularly in the pharmaceutical sector -- is one of the critical steps companies must take to succeed in a competitive marketplace... (ID PSM-292)
Companies Profiled: Actavis, Arbor Pharmaceuticals, Astellas, AstraZeneca, more ...

Increasing Sales Productivity Through Superior Performance Management

This Best Practices, LLC Benchmarking Slide Report provides insights from 13 companies across 16 countries captured through survey and interviews on ... (ID PSM-200)
Companies Profiled: AstraZeneca, Berlex, Boehringer Ingelheim, Eli Lilly, more ...

Coordinating People, Resources and Activities for Sales Team Effectiveness

Benefit from specific operational recommendations as well as guiding principles for success... (ID PSM-209)
Companies Profiled: AstraZeneca, Sanofi-aventis, Pfizer, Novartis, more ...

Managing Service to Sales Cultural Transformation

Across all industries, businesses are increasingly being forced to maximize return on their assets; this phenomenon is no more visible than in customer service call centers... (ID CS-64)
Companies Profiled: Carlson Leisure, Wells Fargo, Sprint, Intuit, more ...