The Critical Role of Learning, Training & Development and District Manager Skills & Competencies

Study Overview

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.

Key Topics

• Implementation of Training
• Voices from the Field: Training Requirements
• Current and Future Value of DM Skill Sets
• Managing Workforce Diversity Is an Emerging Skill Area

• Percentage of Companies that have Started, Completed or Scheduled Changes for DM Training
• Percentage of District Managers Equipped to Handle Changing Needs of Sales Organization
• Rating of District Manager People and Leadership Skills by Importance
• Rating of District Manager Management Skills by Importance
• Rating of District Manager Competencies & Attributes by Importance
• Top Five District Manager Skills & Competencies, Current and Future
• Ranking of #1 District Manager Skill/Competency, Current and Future
• Rating of Employee Diversity Characteristics that will Pose Management Challenges
• Percentage of Employee Diversity Characteristics that Company Offers Training for DMs

• Matrix of Best Practices for District Managers across Six Activity Areas

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