Managing Performance of Field-Based Medical Managers and Specialists

The quality of field-based medical specialists is one of the critical “make-or-break” factors in a successful field-based medical program. Pharmaceutical companies can use the information in this document to maintain or grow their own programs. This 10-page report reviews expected performance requirements and possible performance enhancement measurements for key players, such as specialists and field-based medical program directors.

Key Topics

• Recruiting
• Training
• Building Knowledge

• Hiring field-based medical specialists for their medical knowledge rather than pure sales ability. To emphasize its therapeutic knowledge, one studied benchmark company aligned its field-based medical program organizational structure with its five top therapeutic areas.
• Carefully planning and implementing initial scientific and business training to prepare specialists for thought leaders’ demands. At one company field-based medical training is designed to prepare the specialists to meet the needs of their clients -- the thought leaders who affect performance of the company’s products.
• Conducting ongoing medical and business training to maintain field-based medical effectiveness. Field-based medical specialists can keep current with scientific news through journal reading and their own research, but one benchmark company also holds formal in-house training seminars.

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