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Products & Services Sales Leadership Sales Manager Productivity

Evolution of the District Sales Manager Role

ID: 5016


Features:

12 Info Graphics

10 Data Graphics

92 Metrics

2 Best Practices


Pages/Slides: 35


Published: Pre-2014


Delivery Format: Online PDF Document


 

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  • STUDY OVERVIEW
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Non-members: Click here for a complimentary excerpt of Evolution of the District Sales Manager Role

Study Overview

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.

Key Topics

  • Current and Future Value of Traditional District Manager Activities
  • District Manager Sales Strategy and Effectiveness
  • Optimal Role of Future District Managers
  • Evolution of District Managers and Regional Managers in Sales Force Effectiveness

Key Metrics
  • Rating of Sales Rep Activities
  • Ranking of Top Sales Rep Activities Current and Future
  • Ranking of #1 Sales Rep Activity Current and Future
  • Rating of District Manager Activities
  • Ranking of Top District Manager Activities Current and Future
  • Ranking of #1 District Manager Activity Current and Future
  • Likelihood of District Manager Role becoming more Strategic
  • District Manager Time Spent on Strategic Activities Current and Future
  • Frequency of District Manager Activities
  • Rating of District Manager Roles Current and Future

Key Insights
  • Matrix of Best Practices for District Managers across Six Activity Areas

Methodology
This research was based on survey results from 46 sales leaders at 23 different pharmaceutical and biotechnology companies.

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


Companies Profiled:
Watson Pharmaceuticals; Abbott Laboratories; MedPointe; Sanofi-aventis; Idenix Pharmaceuticals; Merck; Egis; GlaxoSmithKline; Nycomed; Boehringer Ingelheim; Novartis; Janssen Cilag Pharmaceutical; Auxilium; PLIVA Pharmaceuticals; Procter & Gamble Pharma; MGI Pharma; Pfizer; Endo Pharmaceuticals; Lilly; Roche; Solvay Pharmaceuticals; Novo Nordisk

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.