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Best Practice Database
Sales Leadership » Sales Force Effectiveness
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"How IT Functions Support Sales Force Communications (Pharma-Focused)"
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.
Biotech; Chemical; Pharmaceutical; Health Care; Medical Device
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.