Pharmaceutical Sales Training Delivery

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"Pharmaceutical Sales Training Delivery"

STUDY OVERVIEW
In today's highly competitive pharma sales marketplace, reps have more technical information to share and stiffer competition for doctors' time, it is particularly important to train reps quickly and effectively. Pharmaceutical companies need to know what formal training methods are effective and how much time they should getting new reps (in their first year) up to speed and producing. Formal training is training that is required and tracked by the company, including assigned readings, classes, computer-based courses, e-learning, etc. This research discusses how companies deliver the information in their sales training programs to their new sales reps. Pharmaceutical sales training executives can use this information to compare their training programs to those of other companies and learn what the most effective or best practices are.

KEY TOPICS
• Training Volume and Distribution
• Pre-Class Work
• Approaches to Interactive Training
• Training Venues
• Instructors

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.

• Number of Training Days First Year on the Job
• Percent of Training Per Employee Interval
• Average Hours per Sales Rep Trained (New Reps Only U.S.)
• Average Hours per Sales Rep Trained (All Reps U.S.)

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