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Products & Services Sales Leadership Sales Training

Corporate's Role in Training & Supporting Effective Sales Reps Communications

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ID: 4970


Features:

Metrics, Graphics


Pages/Slides: 12


Published: Pre-2014


Delivery Format: Online PDF Document


 

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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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"Corporate's Role in Training & Supporting Effective Sales Reps Communications"


STUDY OVERVIEW
Sales force representatives in many industries, and particularly those with large sales force sizes like the pharma industry, experience a constant flow of internal communication that - when redundant or poorly prioritized - can undermine their productivity. This study by Best Practices, LLC looks at how reps can cope through training programs that help them prioritize and filter communications. Additionally, the study examined how headquarters can help by consolidating communication sent to the sales force. However, only 24 percent of the companies that participated in the research had a training module on how to filter/prioritize internal communications. Sales executives can use this study to gauge whether their training programs give reps the tools to be more effective in how they send and receive all forms of communication. It also provides details on how corporate can more effectively communicate with the sales force.

KEY TOPICS

  • Redirecting Information Delivery
  • HQ Coordination Role to Reduce Redundancy
  • Planning and Coordinating Information Delivery and Requests

METRICS
  • Presence of Tracking Systems to Capture Time Spent on Communication
  • Time Spent on Unnecessary Communication, Segmented by Region Type
  • Presence of Training Modules for Improving Communications
  • Training Techniques to Encourage Reps to Communicate more Concisely
  • Techniques for Prioritizing Incoming Messages
BEST PRACTICES
  • Employ Formalized Training along with Infomral Role-Modeling
  • When to push Communication and When to Encourage "pull"
  • The Importance of Updating Messaging Groups / Lists
  • Identify a Group/Individual who Monitors all Communication sent to the Sales Force
  • Carefully Schedule Communications with Calls to Action
METHODOLOGY
Best Practices, LLC research analysts used a two-pronged approach to produce this study: surveys and interviews. The survey component included responses from 17 district managers and three sales specialists from 10 leading pharma and biotech companies. To provide a more holistic perspective, district managers were asked to meet with their sales reps before participating. Qualitative best practices are taken from interviewed managers and representatives at select companies.

Industries Profiled:
Biotech; Pharmaceutical; Chemical; Health Care; Medical Device


Companies Profiled:
Allergan; Purdue Pharma; Genentech; Eli Lilly; Ortho-McNeil; Janssen; Johnson & Johnson; Pfizer; Merck


If you purchase Best Practice Database document(s), you will have 30 days from the date of purchase to apply some or all of the cost of the document(s) toward the cost of a Full Access Individual, Pharma, Group or University Membership. Write us at DatabaseTeam@bestpracticesllc.com or call David Guinn at 919-767-9179 if you have any questions.