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:8/10/2017)... ... August 10, 2017 , ... CNA Finance Chief ... initiated coverage on Next Group Holdings, Inc. and see's significant opportunity in the ... those that cannot engage in traditional banking services. According to industry estimates, approximately ...
(Date:8/10/2017)... BioLife Solutions , Inc. (NASDAQ: BLFS ), ... grade cell and tissue hypothermic storage and ... today reported operational highlights and financial results for the ... Revenue from biopreservation media product sales reached a ... of 2017, an increase of 29% over the same ...
(Date:8/8/2017)... ... August 08, 2017 , ... ... Trade Show Virtual Event, will discuss Phase Analysis Light Scattering (PALS) and ... method can be used to assess vaccine product quality and consistency regarding particle ...
(Date:8/8/2017)... ... ... Myoderm , a global clinical trial drug supply specialist, today announced the ... heels of the opening of Myoderm’s European warehouse facility earlier this year. As the ... establishing operations to support its customers around the world. , Andy Shepard joins ...
Breaking Biology Technology:
(Date:4/19/2017)... 2017 The global military biometrics ... marked by the presence of several large global players. ... five major players - 3M Cogent, NEC Corporation, M2SYS ... nearly 61% of the global military biometric market in ... global military biometrics market boast global presence, which has ...
(Date:4/11/2017)... Fla. , April 11, 2017 ... and secure authentication solutions, today announced that it ... Intelligence Advanced Research Projects Activity (IARPA) to develop ... Thor program. "Innovation has been a ... IARPA,s Thor program will allow us to innovate ...
(Date:4/5/2017)... Allen Institute for Cell Science today announces the launch ... dynamic digital window into the human cell. The website ... deep learning to create predictive models of cell organization, ... suite of powerful tools. The Allen Cell Explorer will ... resources created and shared by the Allen Institute for ...
Breaking Biology News(10 mins):