Factors That Drive Results for Biopharmaceutical Sales Training Programs: Operations, Models, Content Delivery and Development: Best Practice Summary

STUDY OVERVIEW
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STUDY OVERVIEW

In the rapidly changing biopharmaceutical industry, sales training plays an integral role in not only bringing new hires up to speed but also keeping the rest of the sales force up to date. To ensure sales training effectiveness, it is important to strengthen curriculum development and delivery as well as collaboration with internal stakeholders.

Best Practices, LLC undertook this benchmarking research to identify the operational models and content delivery approaches that drive effectiveness in high-performing sales training departments across the biopharmaceutical industry. This study delivers benchmarks around sales training program attributes, curriculum, content development and delivery, training venues, time allocation, and collaboration levels.

KEY TOPICS

Sales training program attributes
Collaboration level of sales training with various stakeholder groups
Performance measurement
Sales training curriculum
Sales training content development and delivery
Training venues
Time allocation for sales training at annual and regional meetings

KEY METRICS

Rate the level of collaboration that Sales Training function has with each stakeholder group
Which of the listed statements describe your Sales Training function's performance measurement process?
Rate each of the listed metrics for evaluating the quality of the Sales Training function
Approximately what percentage of your sales rep trainees achieve their first-year sales goals?
Which of the listed kinds of sales training are included in your organization's formal curriculum?
What percentage of your formal (scheduled) sales training content is developed and delivered by each of the listed groups?
Approximately what percentage of your sales training is delivered using each of the listed approaches? What percentage of your total sales training (including new hires) is provided in each of the listed venues?
Approximately what percentage of total time is typically allotted for sales training at annual and regional meetings (such as POA)?

SAMPLE KEY FINDINGS

Training performance is evaluated by individual’s competency: Over 80% of participants measure individual competencies to assess sales training performance. Team competency is measured in 40% of the training groups while regional competency has less significance.

METHODOLOGY

Best Practices, LLC engaged 56 sales training leaders from 36 pharmaceutical and biotech companies through a benchmarking survey. Research analysts also conducted six deep-dive executive interviews with selected benchmark participants. More than half of the benchmark participants serve at the director level and above.

Industries Profiled:
Biotech; Pharmaceutical; Medical Device; Manufacturing; Consumer Products; Diagnostic; Chemical; Health Care; Biopharmaceutical; Clinical Research; Laboratories; Professional Services

Companies Profiled:
Allergan; Arbor; Astellas; AstraZeneca; Avion Pharmaceuticals; LLC; Baxter Healthcare; Bayer; Biogen; Celgene; Dr Reddy's Laboratories; Eisai; Eli Lilly; EMD Serono; EryDel; Genentech; Grifols; Ipsen; Janssen; Jazz Pharmaceuticals; Johnson & Johnson; Lundbeck; Merck; Novartis; OTSUKA; Pernix Therapeutics; Pfizer; Sanofi; Shire; Strategic Outcomes; Sunovion; Takeda Pharmaceuticals; Teva Pharmaceutical Industries Ltd; UCB Pharma; Valeant; Verastem Oncology; Zydus Cadila

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.

Factors That Drive Results for Biopharmaceutical Sales Training Programs: Operations, Models, Content Delivery and Development

ID: 5565

Features:

Pages/Slides: 41

Published: Pre-2020

Delivery Format: Online PDF Document

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