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Products & Services Sales and Marketing Sales Management Managing Sales Force Team-Based Selling

Managing Field Pharmaceutical Sales Data Inquiries

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ID: 4458


Features:

Metrics, Graphics


Words: 7,564


Published: Pre-2014


Delivery Format: Online PDF Document


 

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919-403-0251

  • STUDY OVERVIEW
  • BENCHMARK CLASS
  • SPECIAL OFFER
Inquiries coming in from sales representatives are a management issue at any company. However, at pharmaceutical companies inquiry volume can tie up resources indefinitely due to the inherent fallibility of the sales data the industry uses to determine representative incentive pay.

Pharmaceutical companies need systems, therefore, to manage these questions coming in from the field. Through this document, pharmaceutical sales leaders will better understand how to handle inquiries efficiently and effectively, which will free up resources and ensure that necessary changes to representative compensation or to the management system itself are carried out swiftly. This 21-page document examines the different management practices used by nine pharmaceutical benchmarked companies' home offices to handle field data inquiries.

Key topics include:
-Developing a Philosophy of Handling Inquiries
-Handling Inquiries at the Field Level
-Handling Inquiries at the Home Office Level
-Establishing and Enforcing Policies and Guidelines
-Delivering Quality Service
-Managing Organizational Alignment and Change

Select best practices and examples include:
-Create a formal data inquiry pathway and protocol that requires representatives to approach field management as the first line of issue resolution.
*At one leading pharmaceutical company, field represenatives across all sales divisions must follow an inquiry protocol that has been clearly defined and documented.
-Use electronic forms to filter and segment inquiries for efficient and effective response and resolution.
*To streamline its process, one company created and deployed an electronic form that reps must fill out for inquiries and submit to their district managers for first-line screening and resolution.
-Create a flexible sales credit adjustment mechanism to manage data correction lags and minimize representatives’ concerns about delayed compensation.
*The home office processes compensation adjustments on a monthly basis at one leading pharmaceutical company. It releases a monthly compensation report to the field. The field liaisons are responsible for reviewing the report and sending questions back to the home office.

This research originated from a Best Practices, LLC consulting project.

Industries Profiled:
Pharmaceutical; Biotech; Health Care


Companies Profiled:
Eli Lilly; Pharmacia (now Pfizer); Janssen; GlaxoSmithKline; Novartis; Ortho-McNeil; Pfizer; Schering-Plough


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.