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Best Practice Database
Sales Leadership » Sales Manager Productivity
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The District Sales Manager is the acknowledged cornerstone of pharmaceutical sales force effectiveness and high performance. Although the traditional DM role is well understood, the position is being re-evaluated today in light of industry pressures that are causing dramatic sales force change. This research explores the current and future value of traditional district sales manager activities, the anticipated growth in the strategic role of the function, what activities will become more important in the future, and what practices will allow DMs to meet the changing needs of the sales force. Sales executives in the pharmaceutical and biotechnology sectors can use this study to compare/adjust their approach to the District Manager function.