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Products & Services Sales Leadership Sales Training

Pharmaceutical New Rep Sales Training: Best Practices and Priorities

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ID: 4920


Features:

Metrics, Graphics


Pages/Slides: 16


Published: Pre-2014


Delivery Format: Online PDF Document


 

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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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  • STUDY OVERVIEW
  • BENCHMARK CLASS
  • SPECIAL OFFER

Non-members: Click here to sign-up for a complimentary tour of
"Pharmaceutical New Rep Sales Training: Best Practices and Priorities"


STUDY OVERVIEW

A training program's effectiveness during a pharmaceutical sales representative's critical first year drives a company's future top line growth. Executives who oversee sales training programs need to make sure the content of their programs brings new reps up to speed as efficiently as possible. This study provides sales training leaders with best practices in sales training focus areas, priorities and trends from best-in-class pharmaceutical, biotechnology and device organizations. The research can also provide executives with insight into what sales leaders expect in terms of future training needs and budgets.

KEY TOPICS

  • Best Practices in Sales Training
  • Training Priorities
  • Trends in Training Needs and Budgets

DATA SEGMENTATION

Since two-thirds of the benchmark class have U.S. sales responsibilities, the data has been segmented by U.S. (15 respondents) vs. non-U.S. sales leaders (9 respondents). Of the non-U.S. segment, the largest number is responsible for the Asia-Pacific market.
  • 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.

KEY METRICS
  • Ranking of Training Effectiveness Measures
  • Percent of Companies Having a Self-Proclaimed Effective Sales Training
  • Percent of Companies Having an Increase, Decrease or Static Trend in the Need for Training
  • Projected Change in Sales Training Budgets
  • Top Seven Areas where Training Needs for New Reps will Increase

METHODOLOGY

This research was conducted on behalf of one of Best Practices, LLC's Business Excellence Board (BEB) clients and was based on survey and interviews with 24 pharmaceutical, biotechnology and medical devices company sales training leaders at 19 companies. Sales leader titles include directors of sales force effectiveness, corporate learning, and training and development. The benchmark class includes sales forces that differ in size, volume of new reps trained, types of sales groups supported, and geographic regions. Three quarters of the benchmark partners are in the pharma industry, with the remainder in biotechnology and medical device industries.

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; Dey; Bristol-Myers Squibb; Amylin; Bayer; UCB Pharma; AstraZeneca Pharmaceuticals

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.