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Realizing the complexities and competition inherent in a new product launch, biopharmaceutical companies are focusing more attention on preparing and measuring the performance of the District Sales Managers (DMs) who oversee launch-related activities in the field.
While pharma companies have long had tactics and metrics for measuring sales reps' launch performance, it has been challenging to effectively link the DMs to the launch performance of a new drug. This study provides qualitative and quantitative data on the strategies and tactics organizations are using to effectively create District Manager accountability for launch performance.
Best Practices, LLC engaged 20 sales leaders from 20 biopharmaceutical companies for this study. The methodology included a benchmarking survey and executive interviews with four participants.