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District Manager Performance Management: Recruiting, Career Path & Succession Planning

Pharmaceutical District Manager Performance Management: Recruiting, Career Path & Succession Planning

ID: PSM-207


Features:

33 Info Graphics

9 Narratives

6 Best Practices


Pages: 74


Published: Pre-2014


Delivery Format: Shipped


 

License Options:
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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
  • STUDY SNAPSHOT
  • KEY FINDINGS
  • VIEW TOC AND LIST OF EXHIBITS
Learn the importance and benefits of district manager recruiting excellence and provides statistics profiling recruiting processes at key companies. This Best Practices Benchmarking® Executive Presentation offers recruiting and development advice for sales managers with a focus on the district manager. Topics covered include: selecting and retaining the best managers, preparing sales managers for leadership, developing and training leaders, and managing the district manager's performance through both individual and corporate measurement. Insights are drawn from benchmarking and field research conducted among mirrored sales organizations at nine leading pharmaceutical companies. Findings are organized into two main modules -- Recruitment and Career Path & Succession Planning.  

Industries Profiled:
Market Research; Manufacturing; Medical Device; Pharmaceutical; Financial Services; Service; Retail; Research; Computer Software; Diagnostic; Health Care; Transportation; Biotech; Clinical Research; Consulting; Distribution; Insurance; Hospitality; Telecommunications; Technology; Professional Services; High Tech; Automobile; Utilities; Energy; Consumer Products; Chemical; Medical; Electronics; Laboratories; Biopharmaceutical; Banking; Computers; Entertainment; Internet; Computer Hardware; Aerospace; Academic; Media; Education; Newspapers; Government; Shipping; Science; Office Supplies; Marketing; Office Equipment; Cable; Advertising; Defense; Military; Diversified; Sports; Technology; Public Relations; Multiple; Communications; Logistics; Publishing; Real Estate; Construction; Architecture; Engineering; Aviation; Legal; Test Industry; Non-Profit; Business; Orthopaedics


Companies Profiled:

Study Snapshot

This 73-slide presentation outlines the importance and benefits of district manager recruiting excellence and provides statistics profiling recruiting processes at key companies. The study further provides a process map that includes an overview of an integrated recruiting process. In addition, the recruiting module outlines key roles that district managers and regional managers play in designing the recruitment process and details the nuts and bolts of effective sales force recruiting.

Covered topics include forecasting hiring needs, profiling positions, competency-based recruiting, diversity, employee referral programs and advertising. Best practices in outsourcing, training, internal communications and automation are also discussed.

A module on succession planning includes a succession planning process map, key process steps, a model of an executive review process and discussions of succession plan ownership, rewards and recognition and sales executive participation. Career plan development and performance management are also covered.

This report includes:

  • 45 Information Graphics
  • 3 Data Graphics
  • 4 Metrics
  • 5 Flow Charts
  • 3 Company Profiles
  • 1 Structural Diagram
  • 8 Manager Narratives
  • 34 Key Practices

Key Findings

Best Practices, LLC identified dozens of key practices that leading pharmaceutical companies use to hire and manage district managers effectively. Among the practices highlighted are the following:
  • Leverage technology and communication in the recruiting process.
  • Effectively market career paths to candidates.
  • Design model to forecast hiring needs.
  • Target specialized groups to increase diversity.
  • Employ competency-based recruiting to improve selection effectiveness and efficiency.
  • Create multi-level ownership of sales succession.
  • Link career path planning to performance development.
  • Design an integrated process for sales leadership development.
  • Establish and review key performance metrics to monitor succession planning effectiveness.
Table of Contents

Recruiting District Managers: Overview of Processes & Trends
  • Recruiting District Managers: Creating a Multi-Level Recruiting Process
  • Recruiting District Managers: Identifying Hiring Needs, Developing Sources, and Publicizing the Position
  • Succession Planning: Selecting & Retaining the Best Sales Managers
  • Career Path Planning: Preparing Sales Managers for Leadership
  • Employee Development: Leadership Development & Training
  • District Manager Performance Management: Individual & Corporate Measurement