Meeting Pharmaceutical Sales Rep Training Needs

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"Meeting Pharmaceutical Sales Rep Training Needs"

STUDY OVERVIEW
The effectiveness of pharmaceutical sales training during a representative's critical first year on the job dictates the future success of the employee, affects the rate of sales force turnover and directly impacts corporate revenue. Given the diversity and complexity of the subject matter, bringing new reps to full productivity is a huge challenge for pharmaceutical sales training leaders. This means that the executives designing such formal training programs must be able to identify what makes a program successful and direct the appropriate level of budget resources to meet those needs. Formal training is training that is required and tracked by the employer, including assigned readings as well as classes, computer-based courses, e-learning, etc. This research can help pharmaceutical sales training leaders identify not only the content that is most effective in training but also the qualifications needed in applicants to best take advantage of the training investment as well as compare their budget and outsourcing metrics to those with other companies.

KEY TOPICS

• Sales Rep Qualifications
• Training Content by Employment Interval
• Frequency of Training Types
• Projected Future Training Content Needs
• Budget Trends and Outsourcing of Training

• U.S. Segment – This segment includes only responses from the 15 participants whose training organizations serve U.S. sales forces.
• Non-U.S. Segment – This is the group of nine respondents whose training organizations support sales forces outside the U.S.

• Percent of Candidates with Most Common Rep Attributes
• Percent of Companies Requiring Certain Job Qualifications
• Percent of Companies Providing Training in Certain Areas at Employment Intervals
• Percent of Companies Offering Training Types at Employment Intervals
• Average Training Budget Per Rep. Trained (All Reps U.S. vs. New Reps U.S.)
• Distribution of Training Resources for New Reps. Vs. Experienced Employees (Percent of Employees Trained, Percent of Training Hours, Percent of Training Budget)
• Average Budget per Training Hour (All Reps U.S. vs. New Reps U.S.)
• Budget Efficiency Based on Employees Trained
• Budget Efficiency Based on Training Hours
• Percent of Training Budget Outsourced
• Average Outsourced/Internal Budget per Hour of Sales Training (U.S.) vs. Average Outsourced/Internal Budget per Employee Trained (U.S.)

Industries Profiled:
Pharmaceutical; Health Care; Medical Device; Biotech; Manufacturing; Consumer Products; Diagnostic


Companies Profiled:
Merck; Sanofi-aventis; Roche; Fournier Pharmaceutical; Abbott Laboratories; Novartis; GlaxoSmithKline; Pfizer; Johnson & Johnson; Schering-Plough; Medrad; Bristol-Myers Squibb; Amylin; Bayer; UCB Pharma; AstraZeneca Pharmaceuticals

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