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Products & Services Sales Leadership Sales Force Effectiveness

Pharmaceutical Sales Force Effectiveness: Identifying Key Decision Makers and Interaction Tactics for the U.S. Hospital Marketplace

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ID: 4908


Features:

14 Info Graphics

20 Data Graphics

200+ Metrics


Pages/Slides: 44


Published: Pre-2014


Delivery Format: Online PDF Document


 

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"Pharmaceutical Sales Force Effectiveness: Identifying Key Decision Makers and Interaction Tactics for the U.S. Hospital Marketplace"


Study Overview

Who should hospital sales forces target to get their drugs on hospital formularies?

The U.S. hospital marketplace is multifaceted and can be divided into multiple market segments. In this challenging marketplace, pharmaceutical and biotechnology sales people must negotiate increasingly complex organizational and decision-making structures to effectively represent their brands.This study identifies the most important hospital officials to influence regarding formulary decisions at Integrated Delivery Networks, Local Hospitals and among Hospital Health Care Professionals. In addition, the study examines what interaction types are allowed and effective in the hospital setting and also includes short chapters on hospital sales force training and Group Purchasing Organizations targeting.

This updated benchmark study is focused on understanding the variables in developing an effective sales force to service the hospital marketplace and to get products onto hospital formularies.

The study contains data from 2011 and presents longitudinal data from 2008 and 2006 that allows hospital sales leaders to see emerging trends in the hospital marketplace.


Key Topics

  • Targeting Key Decision Makers and Influencers
  • Hospital Sales Force Interactions
  • Hospital Sales Force Training
  • Group Purchasing Organization Focus
  • Lessons Learned

Key Metrics
  • Importance ranking of engaging these hospital officials to influence formulary decisions at Integrated Delivery Network level
  • Historical ranking of same positions in 2011, 2008, 2006
  • Formulary influencers not targeted at IDN level
  • Importance ranking of engaging these hospital officials to influence formulary decisions at local hospital level
  • Historical ranking of same positions in 2011, 2008, 2006
  • Formulary influencers not targeted at local hospital level
  • Importance ranking of engaging these hospital officials to influence formulary decisions at hospital health care professional level
  • Historical ranking of same positions in 2011, 2008, 2006
  • Formulary influencers not targeted at hospital health care professional level
  • Types of interactions allowable at five hospital type segments
  • Effectiveness rating by interaction type
  • Who reps interact with during formulary review process
  • Importance rating of formulary decision makers
  • Which hospital segments do reps get additional training for
  • Number of reps who target GPOs

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 executives and senior managers from 12 pharmaceutical and biotech organizations.

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


Companies Profiled:
GlaxoSmithKline; Lundbeck; Abbott Johnson&Johnson; Covidien; Pfizer; Medtronic; LabCorp Eisai Roche Boehringer Ingelheim Fresenius Medical Service

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.