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14 Info Graphics
54 Data Graphics
18 Best Practices
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Research for this study was conducted through an online survey in 2009 to update 2007 survey data. Deep dive interviews in 2007 captured executive insights and best practices that are still applicable in today’s landscape.
By identifying recent changes, new directions and best practices, this report can help define the most important current and future roles of the district sales manager to drive superior sales productivity and growth including.
Biotech; Pharmaceutical; Health Care; Research; Medical Device; Chemical
Actelion; Schering-Plough; Sanofi-aventis; Shire; Merck; Solvay Pharmaceuticals; Medrad; Takeda Pharmaceuticals; Nova Nordisk; Tibotec; Medtronic; Watson Pharmaceuticals; Novartis; MedPointe; Nycomed; Meda Pharmaceuticals; Ortho-McNeil; MGI Pharma; Pfizer; Merial; PLIVA Pharmaceuticals; Linde; Procter & Gamble Pharma; Lundbeck; Roche; Eli Lilly; Idenix Pharmaceuticals; GlaxoSmithKline; Genentech; Endo Pharmaceuticals; Eisai; Egis; ConvaTec; Cubist Pharmaceuticals; CSL Behring; Cegedim; Bristol-Myers Squibb; Boehringer Ingelheim; Auxilium; Amylin; Amgen; Abbott Laboratories
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.
Many believe that the DM job will become more strategic and less tactical in the near future. Sales leaders are trying to determine what new activities DMs can be expected to take on and what skills and training they will need to succeed during and after the transition occurs.
This report examines the extent of change in current sales force models, investigates DM readiness for change and provides best practices companies are using to help DMs retain their effectiveness in the new marketplace.