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Products & Services Sales Leadership Sales Training

Pharmaceutical Sales Training Programs: Managing for Effectiveness

DB Image

ID: 4732


Features:

Metrics, Graphics, Summary Matrix


Pages/Slides: 60


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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919-403-0251

  • STUDY OVERVIEW
  • BENCHMARK CLASS
  • KEY FINDINGS
  • SPECIAL OFFER
Though effective sales training is a valuable investment, it is being cut back out of economic necessity. Given this reality and the fluctuation of company needs and competitive pressures, training roles and responsibilities, resources, contents and evaluation are likewise changing.


This study of 33 companies compares how leading companies with large field forces manage sales training of new hires and managers. Throughout the 60-slide presentation, comparisons are made between sales training management in three groups: pharmaceutical companies with U.S. operations, pharmaceutical companies with international international operations and companies in other industries -- which primarily include the manufacturing, telecommunications and financial industries.

Training leaders in all industries can use the results of this study to refine their training content and delivery, make better staffing and outsourcing decisions, more optimally allocate their resources, and measure the changes in the performance of the sales rep trainees.


Industries Profiled:
Pharmaceutical; Biotech; Insurance; Manufacturing; Consumer Products; Diagnostic; Medical Device; High Tech; Chemical; Consulting; Computer Hardware; Computers; Telecommunications; Utilities; Retail; Financial Services


Companies Profiled:
Abbott Laboratories; Allergan; ALTANA Pharmaceuticals; Anthem; Axcan Pharma; Bank of Montreal; Bayer; Bristol-Myers Squibb; Cardinal Health; Cisco Systems; DuPont; First Horizon; Forum Corporation; Genentech; GlaxoSmithKline; Hewlett-Packard; Janssen Cilag Pharmaceutical; JTI; Masterfoods; Merck Sharp & Dohme (MSD) China; Motorola; Nicor Gas; Norlight Telecommunications; Pitney Bowes; Procter & Gamble; Reliant Pharmaceuticals; Serono; Sunrise Senior Living; Symetra Financial; Telstra; Telus Corp.


Sample Key Findings

* Types of content and delivery formats that are increasing or decreasing in significance
* Trainer span of control
* Staffing trends
* Roles and responsibilities by position within sales training programs
* Outsourcing trend and mix
* Sales training vendor qualities sought
* Sales training budget allocations and trends
* Ranking of performance measures used to evaluate sales training

In addition, this study reveals sample organizational structures, performance measurement models and companies' lessons learned.

A key finding is that the current mix of in-house development versus outsourcing for sales training for pharmaceutical companies is 75% versus 25%, respectively. The average percentage of outsourcing outside of the pharmaceutical industry is slightly higher at 29%. One of the reasons for this in-house focus is a desire to develop and leverage internal capabilities.

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.