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Products & Services Sales Leadership Enhancing Selling Effectiveness

Pharmaceutical Sales Communications: Performance Benchmarks and Best Practices

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ID: 4993


Features:

Metrics


Pages/Slides: 57


Published: Pre-2014


Delivery Format: Online PDF Document


 

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Single User: Authorizes use by the person who places the order or for whom the order was placed.

Sitewide: Authorizes use of the report for a geographic site. All people at site can view the report for a year and copies can be printed.

Corporate: Authorizes use for the entire company for a year and copies can be printed. No limitations for usage inside the company.




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  • STUDY OVERVIEW
  • BENCHMARK CLASS
  • STUDY SNAPSHOT
  • KEY FINDINGS
  • SPECIAL OFFER
Sales force performance significantly impacts growth and bottom line results. The ability of senior management to effectively disseminate vital information to their sales forces while maximizing selling time is integral to the overall success of all pharmaceutical and biotech companies.


The objective of this benchmarking study was to better understand U.S. pharmaceutical sales communications groups impact and effectiveness. To accomplish this, an online survey was conducted, supplemented with several interviews to gather more detailed accounts of how executives have shaped their communication functions to support their sales force.

Executives in the pharmaceutical industry can use this report to inform their thinking about the resources, skill-sets and tools needed for their communications group, and what practices and procedures can be used to maximize the impact (and minimize the time taken) on salespeople.


Industries Profiled:
Biotech; Pharmaceutical; Medical Device; Health Care; Manufacturing


Companies Profiled:
Centocor; Adams Respiratory Therapeutics; Inc.; Ascend Therapeutics; Cubist Pharmaceuticals; Covidien; Eli Lilly and Company; Endo Pharmaceuticals; GlaxoSmithKline; LifeScan; Merck; Novartis; Ortho-McNeil; Sanofi-aventis; Shire; Solvay Pharmaceuticals; Takeda Pharmaceuticals; Vistakon

Study Snapshot

This research was conducted on behalf of one of Best Practices, LLC's clients in the pharmaceutical industry and was based on survey results from 19 participants from 17 companies.

Key topics include:

  • Communication Volumes
  • Communication Headcounts and Investment
  • Communication Skill-Sets
  • Communication Systems and Training

Sample Key Findings

The typical pharmaceutical organization spends $80-150 per salesperson in salaries for communication employees. The potential time savings (and resulting increased sales time) that an effective communications group can have will ultimately far outweigh this cost.
  • Most companies are still not where they want to be in terms of tracking and measuring communications. While roughly 53 percent of the Total Benchmark Class indicated that they do not track communications, and 74 percent stated that they do not measure communications, nearly all participants indicated a desire to do both.
  • Experience, whether it be pharma or communications oriented, is also very important for communications employees. The best experience comes from working in a communications group and seeing what works and what doesn’t. There seems to be a general consensus that while a specific experience is not necessary for any particular communications employee, there must be someone on the team or outside of it who can be consulted.

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.