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Coordinating People, Resources and Activities for Sales Team Effectiveness

Coordinating People, Resources and Activities for Sales Team Effectiveness

ID: PSM-209


Features:

45 Info Graphics

9 Narratives


Pages: 95


Published: Pre-2014


Delivery Format: Shipped


 

License Options:
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Single User: Authorizes use by the person who places the order or for whom the order was placed.

Sitewide: Authorizes use of the report for a geographic site. All people at site can view the report for a year and copies can be printed.

Corporate: Authorizes use for the entire company for a year and copies can be printed. No limitations for usage inside the company.




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919-403-0251

  • STUDY OVERVIEW
  • BENCHMARK CLASS
  • STUDY SNAPSHOT
  • KEY FINDINGS
  • VIEW TOC AND LIST OF EXHIBITS
Benefit from specific operational recommendations as well as guiding principles for success. Today's pharmaceutical companies rely on large and complex sales forces to drive growth and expand their presence in key markets. Sales teams must master the ability to coordinate multiple operational tasks and activities to deliver the highest performance. This Best Practices® Benchmarking Executive Presentation contains information gathered through interviews with executives at top pharmaceutical companies.

Industries Profiled:
Pharmaceutical; Biotech; Health Care


Companies Profiled:
AstraZeneca; Sanofi-aventis; Pfizer; Novartis; Merck; GlaxoSmithKline; Janssen; Bristol-Myers Squibb


Study Snapshot

With large and complex sales organizations striving for growth in highly competitive markets, pharmaceutical companies must ensure that their sales teams coordinate activities in the most efficient manner possible. Aligning broad strategy with a multitude of sales activities and operational processes is critical for success. Companies that manage world-class coordination of people, resources and activities enjoy superior sales team effectiveness.

This 95-slide PowerPoint presentation identifies and profiles critical areas of sales team coordination and improvement. These include:

  • team-based sales messages
  • sample management
  • sales team scheduling and routes
  • communication

In addition, the presentation maps detail improvement areas for: 
  • program management
  • coordination in mirrored sales forces

The presentation includes: 
  • 17 Information Graphics
  • 27 Manager and Sales Rep Narratives
  • 28 Improvement Opportunity Prioritization Matrices

Key Findings

Best Practices, LLC identified key findings behind efforts for sales team effectiveness. A sample of one key finding follows: 
  • Develop team-based strategies to strengthen and enhance coordination among sales force and customer targets.

High-performing sales teams meet periodically to fine tune and update local market strategy. Reps work together to plan sales strategies and communicate frequently to execute the sales plan.

Table of Contents

Overview
  • Pharmaceutical Sales Benchmark Class
  • Coordinating Activities to Maximize Sales Potential

Coordinating Activities to Present Effective Programs
  • Program Management Integration
  • Cornerstones of Effective Programs
  • Coordinating Team Activities to Enhance Program Effectiveness
  • Align Customer Relationship Objectives & Program Design
  • Align Customer Relationship Objectives and Program Type
  • Gain Access with Programs
  • Align Program Type with Access Type
  • Extending Access & Resources
  • Selecting Effective Speakers
  • Coaching Speakers to Enhance Program Effectiveness
  • Program Coordination & Communication
  • Winning Audience Attendance
  • Improving Attendance
  • Optimizing Program Value and Administration

Effectively Communicating Team-based Sales Messages
  • Communicating the Partnership
  • Information Sharing
  • Personalizing the Message
  • Creating a Unique Message
  • Role-Playing for Improvement
  • Message Tailoring
  • Message Coaching

Developing Team-based Sales Strategies
  • Territory Strategy Coordination
  • Strategy Coordination
  • Strategy Deployment & Teamwork
  • Strategy Updates
  • Coordinating Sales Force Brand Names
  • Customer Coordination
  • Seeking Formulary Approval

Coordinating Sample Management to Grow Sales
  • Sample Management Integration
  • Sample Allocation Process
  • Sample Drop Coordination
  • Sample Distribution Strategies
  • Team-based Sample Distribution Strategies
  • Sample Coordination & Communication

Integrating Schedules and Routes to Optimize Coverage and Efficiency
  • Scheduling and Routing: Shared Responsibilities
  • Coordinate Activities - Schedule Coordination

Communication: Building the Foundation for High Performance
  • Frequent Communication
  • Program Management Improvement Opportunities
  • Coordination Improvement Opportunities in Mirrored Sales Forces