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25BMR




Products & Services Sales Leadership Sales Training

New & Effective Front-Line Management Training Practices to Optimize Performance & Grow Accountability at Launch

ID: PSM-329


Features:

10 Info Graphics

17 Data Graphics

300+ Metrics

27 Narratives


Pages: 58


Published: 2016


Delivery Format: Shipped


 

License Options:
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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.




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919-403-0251

  • STUDY OVERVIEW
  • BENCHMARK CLASS
  • STUDY SNAPSHOT
  • KEY FINDINGS
  • VIEW TOC AND LIST OF EXHIBITS
Effective sales training is integral to a successful product launch in the biopharmaceutical industry, considering the access restrictions and growing competition. Consequently, many organizations are crafting sales training strategies to prepare and measure the performance of District Sales Managers (DMs) who oversee launch-related activities in the field.

Best Practices, LLC undertook this study to establish benchmarks around the training and accountability of District Sales Managers at launch. This study provides insights on the appropriate sales force training amount, optimal time to provide sales force launch training, evaluation of different training platforms and measurement of district sales manager accountability.

Sales leaders can use this study as a reference to evaluate their sales training programs against industry standards.


Industries Profiled:
Pharmaceutical; Biotech; Biopharmaceutical; Health Care; Manufacturing; Clinical Research; Laboratories


Companies Profiled:
actavis; Alexion Pharmaceuticals; Allergan; Apex Pharma; AstraZeneca; Baxalta; Biocon; Biogen; Boehringer Ingelheim; Cadila Pharmaceuticals; Crown Laboratories; Inc.; Dr Reddy's Laboratories; Lilly; Mallinckrodt; Medis; moksha8; Pfizer; Sanofi; Teva Pharmaceutical Industries Ltd; Upsher-Smith


Study Snapshot

Best Practices, LLC engaged 20 sales leaders from 20 leading pharmaceutical and biotech companies through a benchmarking survey and conducted executive interviews with four participants.

Key Findings

District Managers get Management-Specific Launch Training plus the Same Launch Training as Sales Reps: A majority of participants (58%) said their District Managers (DMs) get the same launch training as sales reps as well as additional launch training that is management-specific. Most of the management-specific training is oriented to coaching (train the trainer).
Product Information, Pull-Through Skills, Disease State Awareness and Targeted Patient Population are Highest Value Curriculum Topics for District Managers: Product information was the training topic that drew the highest percentage (42%) of “very high value” ratings by participants. Veteran sales leaders noted in interviews that managers must know enough about a new product to provide meaningful coaching to their field force. Pull-through skills, disease state awareness and targeted patient population were all rated as “very high value” by 37% of participants.

Table of Contents

Executive Summary, pgs. 3-10

    Research Overview, pg. 4

    Participating Companies, pg. 5

    Key Recommendations, pg. 6

    Key Findings & Insights, pgs. 7-10


Participant Demographics, pgs. 11-13

District Manager Training, pgs. 14-24

Effective Training Approaches & Timing, pgs. 25-32

District Manager Effectiveness: Metrics & Measurement For Accountability, pgs. 33-38

Narratives from Executive Interviews, pgs. 39-50

Sales Training Operations, pgs. 51-56

About Best Practices, LLC, pgs. 57-58


List of Charts & Exhibits

Extent of training that District Managers (DMs) receive for a new product launch
Types of management-specific launch training (not provided to sales reps) provided to District Managers
DM curriculum topics at participating companies
Average number of hours of launch training provided per District Manager and per sales representative in advance of a new product launch
Volume of District Manager launch training
Percentage of launch training provided by listed provider types
Effectiveness of different approaches used to deliver launch training within the organization
Stage prior to a new product launch when sales force training begins
Ideal percentage of total pre-launch training that should be allocated to key launch training activities
Frequency of front-line management performance assessment
Effectiveness of key performance indicators (metrics) for District Managers in effecting District Manager accountability for launch performance
Results of training follow-ups for District Managers after initial training to reinforce learning on key topics or competencies
Skills of effective Sales Managers
Sales training function’s scope and regions covered
Sales training volume metrics
Key success factors to prepare District Managers for product launch