Pharmaceutical Sales Force Effectiveness: Alignment, Structure and Support to Serve the U.S. Hospital Marketplace

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Study Overview
What is the optimal approach to structure, align and support a hospital sales force to ensure that your products are effectively represented on formularies?

One of the primary challenges pharmaceutical companies face is how to organize and align sales groups to effectively penetrate the hospital marketplace. This benchmark study was designed to assist pharmaceutical and biotech organizations gain insights into hospital sales force structure, alignment and support - by hospital market segment - to better meet the needs of the hospital marketplace customer.

This study examines how biopharma companies align, structure and support sales to serve these market segments: Community hospitals, regional hospital networks, multi-state networks, academic medical centers and VA hospitals. Pharmaceutical sales executives can use this study to compare their hospital sales group's alignment, structure and support for serving the U.S. hospital marketplace.

The study contains data from 2011 and presents longitudinal data from 2008 that allows hospital sales leaders to see emerging trends in the hospital marketplace.

Key Topics

• Hospital Sales Force Structure, Alignment And Support
• Sales Force Structure, Alignment And Support for Community Hospitals
• Sales Force Structure, Alignment And Support for Regional IDN/IDS
• Sales Force Structure, Alignment And Support for Multi-state IDN/IDS
• Sales Force Structure, Alignment And Support for Academic Medical Centers
• Sales Force Structure, Alignment And Support for VA Hospitals

• Who has oversight for the sales force that serves the hospital marketplace
• Hospital market segments served by hospital sales group
• Number of hospitals or networks in each of the market segment targeted
• Total FTEs that make up U.S. hospital sales force
• Hospital Sales Force Alignment - Percent of hospital sales force aligned by brand, disease state or portfolio.
• Hospital Sales Force Structure - Percent of hospital sales force structured by the traditional representative model, the account executive model or the hybrid model.
• Hospital Sales Force Support - Percent of hospital sales force receiving sales support from a defined hospital sales support group, by brand or by therapeutic area

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


Companies Profiled:
Lundbeck; Fresenius Medical Services; North America; Boehringer Ingelheim; Covidien; Pfizer; Johnson & Johnson Healthcare Systems; Medtronic; Abbott Laboratories; LabCorp; GlaxoSmithKline; Eisai; Roche

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