Pharmaceutical New Rep Sales Training: Best Practices and Priorities

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"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

• 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.

• 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

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