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Products & Services Sales Leadership Sales Force Effectiveness

Pharmaceutical Sales Force Support

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ID: 4570


Features:


Pages/Slides: 12


Published: Pre-2013


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
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Pharmaceutical companies must understand that rapid market uptake is crucial to not only achieve high sales but to maintain this for many years.

This 12-page document details how companies are able to position their sales forces for success through accurate sales force deployment, best practice sharing and adequate compensation. Pharmaceutical launch teams can use this information to enable their sales forces to quickly and effectively penetrate a market to drive rapid market uptake.

Key topics covered in this document include:
- Sales Force Deployment
- Sales Force Compensation
- Performance Review

Select best practices include:
1. Provide the sales force with adequate resources to bring thought leaders to important local markets.
- The vice president of sales and marketing at one benchmark partner advocates investing enough capital at launch to ensure thought leaders can be spotlighted in every important local community.
2. Meet weekly with the heads of sales force during new product launch to share best practices and lessons learned.
- In the first 10 months after a new product launch, one benchmarking partner’s vice presidents of sales meet weekly to discuss best practices and lessons learned such as current selling trends, coordinating activities and future selling strategies.
3. Employ internal advisory boards for sales reps to give feedback to marketing professionals.
- At one benchmark partner, internal advisory boards are established for reps to share lessons learned, success stories, competitive information and marketing ideas.

This research originated from a Best Practices, LLC consulting project.

Industries Profiled:
Pharmaceutical; Health Care; Biotech; Medical Device


Companies Profiled:
Sanofi-aventis; Merck; Eli Lilly; GlaxoSmithKline; Novartis; Pfizer; Johnson & Johnson; Bristol-Myers Squibb; AstraZeneca; Roche; Schering-Plough


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.