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Products & Services Sales Leadership Sales Force Effectiveness

How IT Functions Support Sales Force Communications (Pharma-Focused)

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ID: 4971


Features:

Metrics, Graphics


Pages/Slides: 13


Published: Pre-2014


Delivery Format: Online PDF Document


 

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"How IT Functions Support Sales Force Communications (Pharma-Focused)"


STUDY OVERVIEW

It's common for sales reps and district managers in the pharma industry to find their email and voice mail boxes filled with internal communications. While much of it is useful educational, tactical and motivational information, a study by Best Practices, LLC found that poorly prioritized or even redundant messages were just as common. The research found the level of unnecessary communication negatively affected productivity. Just as technology plays a central role in disseminating necessary information, it also can be a tool in supporting effective communication.

This study explores how an integrated communications strategy can ensure that the right technologies are used to deliver appropriate messages efficiently and effectively. Sales executives of any large sales force and particularly those in a large pharma context can use this study to gauge whether their company is using the right tools and technology channels for internal communication.

KEY TOPICS

  • Sources of Communication in the Field
  • Aligning Technology, Training and Messages for Communications Effectiveness
  • Email: Managing a Powerful Tool that can Steal Time from Field Activities
  • Phone, Voicemail, and Conference Calls: Orchestrating Effective Voice Communications
  • Web, Web access and Webcasting

SAMPLE BEST PRACTICES
  • Match Messages, Intended Audiences, and Communications Channels with the Optimal Access Technology
  • Apply a Simple Prioritization Nomenclature to email Subject Lines to help Field Staff Organize Information and Manage Time more Effectively

METHODOLOGY

Best Practices, LLC research analysts used a two-pronged approach to produce this study: surveys and interviews. The survey component included responses from 17 district managers and three sales specialists from 10 leading pharma and biotech companies. To provide a more holistic perspective, district managers were asked to meet with their sales reps before participating. Qualitative best practices are taken from interviewed managers and representatives at select companies.

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


Companies Profiled:
Allergan; Genentech; Eli Lilly; Janssen; Johnson & Johnson; Merck; Purdue Pharma; Pfizer

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.