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Single User: Authorizes use by the person who places the order or for whom the order was placed.
Sitewide: Authorizes use of the report for a geographic site. All people at site can view the report for a year and copies can be printed.
Corporate: Authorizes use for the entire company for a year and copies can be printed. No limitations for usage inside the company.
Training leaders in all industries can use the results of this study to refine their training content and delivery, make better staffing and outsourcing decisions, more optimally allocate their resources, and measure the changes in the performance of the sales rep trainees.
Key comparative data includes:
* Types of content and delivery formats that are increasing or decreasing in significance
* Trainer span of control
* Staffing trends
* Roles and responsibilities by position within sales training programs
* Outsourcing trend and mix
* Sales training vendor qualities sought
* Sales training budget allocations and trends
* Ranking of performance measures used to evaluate sales training
In addition, this study reveals sample organizational structures, performance measurement models and companies' lessons learned.
A key finding is that the current mix of in-house development versus outsourcing for sales training for pharmaceutical companies is 75% versus 25%, respectively. The average percentage of outsourcing outside of the pharmaceutical industry is slightly higher at 29%. One of the reasons for this in-house focus is a desire to develop and leverage internal capabilities.
This presentation comes from Best Practices, LLC's Business Excellence Board research service.
Pharmaceutical; Utilities; Biotech; Insurance; Manufacturing; Consumer Products; Diagnostic; Medical Device; High Tech; Chemical; Consulting; Computer Hardware; Computers; Telecommunications; Retail; Financial Services
Abbott Laboratories; Nicor Gas; Allergan; ALTANA Pharmaceuticals; Anthem; Axcan Pharma; Bank of Montreal; Bayer; Bristol-Myers Squibb; Cardinal Health; Cisco Systems; DuPont; First Horizon; Forum Corporation; Genentech; GlaxoSmithKline; Hewlett-Packard; Janssen Cilag Pharmaceutical; JTI; Masterfoods; Merck Sharp & Dohme (MSD) China; Motorola; Norlight Telecommunications; Pitney Bowes; Procter & Gamble; Reliant Pharmaceuticals; Serono; Sunrise Senior Living; Symetra Financial; Telstra; Telus Corp.