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Products & Services Sales Leadership Sales Budget and Staffing

Pharmaceutical Sales Support: Staffing Metrics for the U.S. Market

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ID: 4923


Features:


Pages/Slides: 43


Published: Pre-2013


Delivery Format: Online PDF Document


 

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"Pharmaceutical Sales Support: Staffing Metrics for the U.S. Market"


STUDY OVERVIEW
Sales support operations can increase the efficiency of pharmaceutical sales representatives by providing them more selling time. Effective staffing of sales support operations including: Sample Accountability, Territory Alignment, Expense Report Administration, Incentive Compensation, Field Report, Sales Communication, and Support Staff can provide greater return on sales staff efforts. This study provides pharmaceutical sales support managers with metrics on staff investment (FTEs and budget) across sales support channels for leading pharmaceutical brands within the U.S. market. Pharmaceutical and biotech managers may utilize the benchmarks from this report to analyze their own staffing efforts and efficiencies against their industry competitors for sales success.

KEY TOPIC AREAS
• Revenues & Budget Data
• Overall Staffing Levels in US Sales Support Groups
• Staffing Investment for US Sales Support Groups
• Financial Investment for Key Activities in Sales Support
• Outsourcing Levels
• Staffing Efficiency Measures

KEY METRICS
• Sales Levels of Participants
• Budget Range Among Class
• Sales Reps Supported
• Size of Sales Support Functions
• Average FTE Allocation by Activity
• Internal and Outsourced staffing for:

    o Sample Accountability
    o Territory Alignment
    o Expense Report Administration
    o Incentive Compensation
    o Field Report
    o Sales Communication
    o Support Staff
• Efficiency ratios:
    o Staffing levels linked to Reps Supported
    o Staffing levels linked to Budget Allocation
    o Staffing levels linked to Sales Revenues
DATA CUSTOMIZATION
Customized data analysis is available for an additional fee. For more information contact Mark Schoeman (Senior Analyst) at 919-767-9258 or mschoeman@best-in-class.com

METHODOLOGY
This research originated from a Best Practices, LLC research and consulting project. It was conducted for a pharmaceutical client and was based on surveys with GSA leaders at 15 leading pharmaceutical and biotech companies.

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


Companies Profiled:
Novo Nordisk; Cellerant Therapeutics; KV Pharmaceutical; Cubist Pharmaceuticals; Abbott Laboratories; Sanofi-aventis; Roche; Myriad; Solvay Pharmaceuticals; AstraZeneca; Boehringer-Ingelheim; UCB Pharma; Johnson & Johnson; Alexion 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.