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Products & Services Sales Leadership Sales Manager Productivity

The Role of the District Sales Manager in Directing Effective Sales Communications

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ID: 4969


Features:

Metrics, Graphics, Detailed Process Map


Pages/Slides: 13


Published: Pre-2013


Delivery Format: Online PDF Document


 

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"The Role of the District Sales Manager in Directing Effectiveness Sales Communications"


STUDY OVERVIEW

P
harmaceutical sales force reps face a daily barrage of email, voice mail and other forms of internal communication that eat away at their main task: selling. The district manager is a key player in managing the internal communications sent to reps and has the most influential role for increasing communication effectiveness. The managers who play the most positive role in effective communications are adept at filtering, consolidating and summarizing communications for their reps, according to this Best Practices, LLC study.

Included in this document are best practices for reducing unnecessary communication based on experience and techniques used in the field by district managers. This is an ideal guide for sales force executives -- particularly district managers -- to use when training district managers.

KEY TOPICS
  • Filtering, Prioritizing and Synthesizing Field Communications
  • District Managers as Air Traffic Controllers who Direct Field Communications
  • Communication Effectiveness Techniques
  • Creating an Effective Communications Management Grid
  • Best Practice Sharing Etiquette

KEY METRICS
  • Breakdown of HQ Communications for DMs by FYI vs. FYA
  • Breakdown of Regional Communications to Reps by FYI vs. FYA
  • Breakdown of Regional Communications to DMs by FYI vs. FYA

SAMPLE BEST PRACTICES
  • How to Prioritize Communication
  • Stripping off Unnecessary Introductions to emails or voice mails
  • Tagging emails to Indicate Relative Priority / Content type
  • How to Filter Messages from "the top"
  • Allow DM's to be Involved in the Communications Calendar

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; Chemical; Health Care; Medical Device


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


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.