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Products & Services Sales Leadership Sales Force Effectiveness

Streamlining Pharmaceutical Sales Force Communication - Key Findings

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ID: 4968


Features:

Metrics, Graphics


Pages/Slides: 15


Published: Pre-2014


Delivery Format: Online


 

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"Streamlining Pharmaceutical Sales Force Communication - Key Findings"


STUDY OVERVIEW
Efficient use of email and voicemail can drive the productivity of a pharma company's direct sales force by delivering vital tactical and motivational information. However, sales suffer when sales reps and managers are buried by poorly prioritized or unnecessary internal communication. With the pharma industry one of the heaviest users of internal communication, effective use of communication tools is essential to meeting top-line goals.

However, research from Best Practices, LLC found that reps spend an average of 4.4 hours a week dealing with unnecessary internal communications. This document summarizes the high-level findings of the study, such as time lost due to poor communication and the best methods for reducing unnecessary communication. This research will help pharmaceutical and biotech sales executives build effective communication practices in their sales force.

KEY TOPICS

  • Assessment of Internal Communications
  • Under-Communicated Content
  • Analyzing Communication Flow from Regional vs. Headquarters
  • The Cost of Poor Communication

KEY METRICS
  • Total hours reps spend per week managing internal communication
  • Total hours reps spend per week managing unnecessary internal communication
  • Percentage of communication that is unnecessary (segmented by channel)
  • Under-communicated and over-communicated content
  • Volume of communication reps receive from the corporate level compared to the regional level
  • Total annual cost of poor communication per 1,000 sales reps


SAMPLE BEST PRACTICE
  • Best-in-class companies use a centralized communications function to monitor the timing, content and clarity of communications sent directly to the sales force

METHODOLOGY
Best Practices, LLC research analysts used a two-pronged approach to produce this study: surveys and interviews. The survey component included responses from 17 district managers and three sales specialists from 10 leading pharma and biotech companies. To provide a more holistic perspective, district managers were asked to meet with their sales reps before participating. Qualitative best practices are taken from interviewed managers and representatives at select companies.

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


Companies Profiled:
Sanofi-aventis; Purdue Pharma; Janssen; Pfizer; Merck; Lilly; Johnson & Johnson; Ortho-McNeil; Genentech; Allergan


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.