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Products & Services Sales Leadership Sales Training

Pharmaceutical Sales Training Excellence: Program Operations, Curriculum Development and Training Approaches

ID: 5238


Features:

18 Info Graphics

16 Data Graphics

225+ Metrics

12 Narratives

6 Best Practices


Pages/Slides: 42


Published: 2013


Delivery Format: Online PDF Document


 

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Single User: Authorizes use by the person who places the order or for whom the order was placed.

Sitewide: Authorizes use of the report for a geographic site. All people at site can view the report for a year and copies can be printed.

Corporate: Authorizes use for the entire company for a year and copies can be printed. No limitations for usage inside the company.




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  • STUDY OVERVIEW
  • BENCHMARK CLASS
  • SPECIAL OFFER
Non-members: Click here to review a complimentary excerpt from "Pharmaceutical Sales Training Excellence: Program Operations, Curriculum Development and Training Approaches"

STUDY OVERVIEW

Sales Training within bio-pharmaceutical companies today is increasingly important, with the function responsible not only for rapidly bringing new hires up to speed but also for effectively keeping the rest of the sales force up to date as the industry undergoes rapid change.

This Best Practices, LLC study presents benchmarks and insights around the different approaches to program development and delivery as well as providing metrics on the most utilized types of Sales Training included in formal curriculums. There is also a chapter devoted to the operations involved with Sales Training. This includes the collaboration level of Sales Training with various stakeholder groups and the implementation of different models to identify core Sales competencies. Sales and Training leaders can use this study to evaluate and improve the performance of their Sales Training organizations and to inform strategic management decisions in the year ahead.


KEY TOPICS

  • Universe of Learning: Key Demographics of Participating Companies
  • Sales Training Program Operations & Models
  • Sales Training Content Delivery & Development

SAMPLE KEY METRICS
  • Sales Training Focus on Training Different Employee Groups
  • Program Attributes Representing Sales Training Program
  • Level Sales Training function has with Different Stakeholder Groups
  • Performance Measurement Describing Sales Training function
  • Effectiveness of Different Metrics for Evaluating Sales Training Program Quality
  • Percentage of Sales Rep Trainees Achieving Their First-Year Sales Goals
  • Sales Training Components Included in Organization's Formal Curriculum
  • Percentage of Formal Sales Training Content Developed by Internal & External Stakeholders
  • Percentage of Formal Sales Training Content Delivered by Internal & External Stakeholders
  • Percentage of Sales Training Delivered Using Different Approaches
  • Effectiveness of Additional Training Delivery Approaches
  • Percentage of Total Sales Training Provided Through Different Venues
  • Percentage of Total Time Allotted for Sales Training at Annual Meetings (such as POA)
SAMPLE KEY FINDING
  • Trainee Satisfaction & Role Play Are Top Training Quality Metrics: Most participants use a variety of metrics to evaluate the quality of their Sales Training functions. Those with the highest effectiveness rating are trainee satisfaction, role-play certification and formal feedback from management.
  • Virtual Classrooms Present Tech & Cost Challenges: Interviewed training leaders see potential in transitioning more learning from in-person to virtual classrooms. Some are providing as much as 60% of training virtually. Others are holding off until they are sure they can measure and justify the return on investment.
METHODOLOGY
Best Practices, LLC engaged 28 Sales Training leaders from 25 pharmaceutical companies through a benchmarking survey instrument. In addition, research analysts conducted deep-dive executive interviews with 6 selected respondents to collect qualitative data and insights.

Industries Profiled:
Pharmaceutical; Medical Device; Manufacturing; Biotech; Consumer Products; Diagnostic; Chemical; Health Care; Biopharmaceutical; Clinical Research; Laboratories


Companies Profiled:
Actavis; Arbor Pharmaceuticals; Astellas; AstraZeneca; Baxter Healthcare; Bayer; Biogen Idec; Celgene; Eli Lilly; EMD Serono; Genentech; Grifols; Janssen; Janssen Biotech; Johnson & Johnson Medical; Lundbeck; Novartis; Otsuka; Pfizer; Sanofi; Sanofi Oncology; Shire; Teva Pharmaceuticals; UCB; Valeant Canada


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.