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Best Practice Database
Sales Leadership » Sales Manager Productivity
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The District Sales Manager is the acknowledged cornerstone of pharmaceutical sales force effectiveness and high performance. Although the traditional DM role is well understood, the position is being re-evaluated today in light of industry pressures that are causing dramatic sales force change. This research examines to what extent companies have started, completed or scheduled changes for District Manager training and what leadership and management skills are important for a successful District Sales Manager. The document also explores what are the top skills and competencies for a DM, both currently and in the future. Lastly, the research looks at work force diversity characteristics that DMs will face and which areas companies offer training for. Sales executives in the pharmaceutical and biotechnology sectors can use this study to compare/adjust their approach to District Manager training and skills makeup.