Factors That Drive Results for Biopharmaceutical Sales Training Programs: Resources, Structure and Scope

• Sales training budget trends and management
• Successful practices to stretch the sales training budget in times of flat or reduced corporate funding
• Sales training organizational structure

• Please indicate how you expect your company’s Sales Training budget to change over the next two years
• What successful or innovative practices have you used to stretch the Sales Training budget in times of flat or reduced corporate funding?
• What is the total number of FTEs working in your Sales Training function (include contractors who report to the head of Sales Training)?
• Indicate which of the listed approaches best describe the organizational structure of Sales Training at your company
• Provide the job titles of the person who heads your Sales Training function and the person to whom the head of Sales Training reports
• Which of the listed regions are covered by the sales force(s) that your function trains?
• How close is the physical location of your Sales Training function to the Marketing staff?

• Sales training budget averaged $5.2M: Total sales training budget for participated companies averaged $5.16 million (US) in 2018. Participants allocate an average of 37% of the budget to train new talents and 25% for ad hoc training and POA meetings.

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