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25DB




Products & Services Sales Leadership Sales Manager Productivity

Current Trends & Future Direction of the District Sales Manager Role

ID: 5017


Features:

6 Info Graphics

11 Data Graphics

115 Metrics

2 Best Practices


Pages/Slides: 32


Published: Pre-2013


Delivery Format: Online PDF Document


 

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Non-members: Click here for a complimentary excerpt of “Current Trends & Future Direction of the District Sales Manager Role”


Study Overview
The District Sales Manager is the acknowledged cornerstone of pharmaceutical sales force effectiveness and high performance. Although the traditional DM role is well understood, the position is being re-evaluated today in light of industry pressures that are causing dramatic sales force change. This document reviews shifts in sales force size and customer access and how those changes are impacting the District Manager role. The research also explores the extent of current and future sales force change as well as how leaders expect sales and management trends will impact the future activities and roles of the District Manager. Sales executives in the pharmaceutical and biotechnology sectors can use this study to compare/adjust their approach to the District Manager function.

Key Topics
Sales Force Size is Trending Downwards ….For Now
Customer Access Continues to Decline
Companies have begun Overhauling Their Sales Models
Sales Force Trends are Likely to Impact DM Role
Barriers to Rapid Change Anticipated

Key Metrics
Estimates of Sales Force Growth, Current and Future
Rating of Factors Linked to Sales Force Reductions
Rating of Factors Linked to Expected Sales Force Growth
Extent of Current and Future Changes to Sales Model
Percentage of Organizations that have Completed Significant Sales Force Changes
Percentage of Organizations with Significant Sales Model Changes Under Way
Percentage of Organizations with Significant Sales Model Changes Scheduled
Pharmaceutical Sales Trends Likely to Impact DM Role in Next Three Years
Changes in DM Job Descriptions Likely to Impact DM Role in Next Three Years

Key Insights
Matrix of Best Practices for District Managers across Six Activity Areas

Methodology
This research was based on survey results from 46 sales leaders at 23 different pharmaceutical and biotechnology companies.

Industries Profiled:
Pharmaceutical; Health Care; Biotech; Consumer Products; Medical Device


Companies Profiled:
Abbott Laboratories; Sanofi-aventis; Merck; Watson Pharmaceuticals; GlaxoSmithKline; Boehringer Ingelheim; Novartis; Janssen Cilag Pharmaceutical; Auxilium; PLIVA Pharmaceuticals; MedPointe; Procter & Gamble; MGI Pharma; Pfizer; Idenix Pharmaceuticals; Endo Pharmaceuticals; Lilly; Roche; Nycomed; Solvay Pharmaceuticals; Egis; Novo Nordisk


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.