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The competitive landscape for the biopharmaceutical industry has made new product launches even more important. Thus the role of the District Manager (DM) has become even more critical to launch success because it's the DM who oversees launch-related sales activities in the field.
This study identifies the pre-launch training sequence for the sales force, what delivery approaches are most effective, the ideal curriculum and the success factors for preparing district managers. Sales leaders can use this study to compare their approach to sales force launch training with peer companies in the biopharmaceutical industry.
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.