Navigation Links
Invigorated Sales Force Key to a Successful Re-Launch
Date:5/6/2008

CHAPEL HILL, N.C., May 6 /PRNewswire/ -- There are a lot of steps between a failed drug launch and a successful re-launch. An organization's sales force must be involved with many of those steps because invigorated sales force support is crucial to any successful re-launch effort, according to a study by benchmarking leader Best Practices, LLC.

How do you invigorate a sales force? Half of the companies that participated in the research identified raised incentive compensation and fine-tuned product placement as highly effective tactics for enhancing a product's position in the sales force and marketplace.

The study, Product Re-Launch Excellence: Transforming Lackluster Pharmaceutical Products into Market Success Stories, is available online with a complimentary excerpt at http://www3.best-in-class.com/rr940.htm

The study gathers insights from 14 pharmaceutical and biotech companies, including Abbott Labs, AstraZeneca, GlaxoSmithKline, Merck, Novartis, Pfizer and Sanofi-Aventis. The research contains almost 500 metrics and 50 best practices that will help executives gain insights into re-launch strategy and practices.

As best-in-class pharma companies demonstrated, a product's uptake on re- launch is boosted by combining a new core message that redefines a product's identity with adjustments to field sales force tactics to fit with the repositioned brand.

The research revealed that while companies agree changes are needed for a re-launch sales force to be effective, determining what changes are needed depends on the reasons for the re-launch. Benchmark partners identified -- and the study examines -- various factors to consider when evaluating sales force changes:

-- Should the sales force size be expanded?

-- Should the product position be elevated within a sales force?

-- Will different customer segments need to be targeted and penetrated?

-- Will new incentives be required to win support?

-- Will new training be essential to sales force success?

For a deeper exploration of the captured metrics and best practices in the study, visit http://www3.best-in-class.com/rr940.htm or for related research visit our Best Practices, LLC Web site at: http://www3.best-in-class.com/ .

ABOUT BEST PRACTICES, LLC

Best Practices, LLC is a research and consulting firm that conducts work based on the principle that organizations can chart a course to superior economic performance by studying the best business practices, operating tactics and winning strategies of world-class companies. Our clients include 43 of the 50 leading pharmaceutical companies. For more information, call (919) 403-0251 or visit http://www3.best-in-class.com/ .


'/>"/>
SOURCE Best Practices, LLC
Copyright©2008 PR Newswire.
All rights reserved

Related biology technology :

1. Trisha Dowling Joins Biomatrica as Vice President, Sales and Marketing
2. Neurobiological Technologies Reports Receipt of $2.0 Million Royalty Payment for Quarterly Sales of Memantine
3. AssureRx Adds VP of Sales and Marketing
4. Strong Double-Digit Net Sales Growth and Solid Earnings Growth Highlight First Quarter for Bristol-Myers Squibb Company
5. Avastin Used in Combination with Drugs from Bristol-Myers Squibb Has Advantages in Survival Rates Over the Current Sales-Leading Therapy for Advanced Ovarian Cancer
6. Sigma-Aldrich (Nasdaq: SIAL) Raises 2008 Diluted EPS Forecast by $.05 to $2.57-$2.67. Reports Q1 2008 Diluted EPS Up 14.3%; Sales Gain of 14.9%.
7. VNUS Medical Technologies Reports First-Quarter 2008 Results: 21% growth in Net Revenues and 51% Growth in Unit Sales
8. Developing Sales Leaders: Benchmarks Reveal Tactics that Will Propel Your Business
9. Sumitomo Corporation of America Named Exclusive Distribution and Sales Agent for Chiral Quest
10. Dilon Technologies Closes First Quarter With Record Sales
11. Millennium Announces VELCADE(R) (Bortezomib) for Injection First-Quarter 2008 U.S. Net Sales
Post Your Comments:
*Name:
*Comment:
*Email:
(Date:6/27/2016)... , June 27, 2016 /PRNewswire/ - BIOREM Inc. (TSX-V: ... been advised by its major shareholders, Clean Technology Fund ... United States based venture capital funds ... of Biorem (on a fully diluted, as converted basis), ... disposition of their entire equity holdings in Biorem to ...
(Date:6/27/2016)... NC (PRWEB) , ... June 27, 2016 , ... ... just published their findings on what they believe could be a new and ... of the new research. Click here to read it now. , ...
(Date:6/27/2016)... ... June 27, 2016 , ... Newly created ... and solutions to the healthcare market. The company's primary focus is on new ... and marketing strategies that are necessary to help companies efficiently bring their products ...
(Date:6/27/2016)... , June 27, 2016  Liquid Biotech ... the funding of a Sponsored Research Agreement with ... tumor cells (CTCs) from cancer patients.  The funding ... CTC levels correlate with clinical outcomes in cancer ... data will then be employed to support the ...
Breaking Biology Technology:
(Date:6/3/2016)... , June 3, 2016 ... von Nepal hat ... Lieferung hochsicherer geprägter Kennzeichen, einschließlich Personalisierung, Registrierung ... in der Produktion und Implementierung von Identitätsmanagementlösungen. ... Ausschreibung im Januar teilgenommen, aber Decatur wurde ...
(Date:6/1/2016)... NEW YORK , June 1, 2016 ... Biometric Technology in Election Administration and Criminal Identification to ... According to a recently released TechSci Research report, " ... Sector, By Region, Competition Forecast and Opportunities, 2011 - ... $ 24.8 billion by 2021, on account of growing ...
(Date:5/12/2016)... May 12, 2016 WearablesResearch.com , a ... the overview results from the Q1 wave of its ... wave was consumers, receptivity to a program where they ... a health insurance company. "We were surprised ... says Michael LaColla , CEO of Troubadour Research, ...
Breaking Biology News(10 mins):