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Best Practice Database
Sales Leadership » Sales Budget and Staffing
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"Pharmaceutical Sales Support: Staffing Metrics for the U.S. Market"
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
• 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:
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