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Equipping your Sales Force to Influence Hospital Formulary Decision-Makers

CHAPEL HILL, N.C., Oct. 2 /PRNewswire/ -- The U.S. hospital marketplace has become a battleground for pharma sales forces vying to get their therapies on hospital formularies. Among the challenges: It's never been more difficult to get time with key physicians and the list of formulary decision-makers continues to grow.

But leading pharma companies are working their way into formularies via specialized training classes that focus on hospital network administrators and other decision makers that are gaining more influence, according to research from pharmaceutical benchmarking leader Best Practices, LLC. The study found that 80 percent of companies focus additional sales force training on hospital Integrated Delivery Networks to help their hospital sales forces navigate the decision-making structure of hospital networks.

The report, Sales Force Effectiveness: Benchmarking the Resources and Structure Required to Service the U.S. Hospital Marketplace, provides strategic insight into the optimal sales strategy, structure and resources for influencing the hospital market. Review a complimentary excerpt of the study at .

The research encompasses all the key hospital market segments, from community hospitals to Academic Medical Centers. Companies that participated in the study and shared their hospital sales force strategies include: Bayer, Eli Lilly, AstraZeneca, Novartis, GlaxoSmithKline, Johnson & Johnson and Pfizer.

The study's key focus areas include:

-- Targeting Key Decision Makers/Influencers in Making Formulary Decisions

-- Hospital Sales Force Alignment, Structure and Support

-- Hospital Sales Force Staffing and Training

-- Group Purchasing Organization Targeting and Sales Force Size

To learn more about this report, including information about the research participants, key findings and sample best practices, please download a complimentary excerpt and study overview at .

For questions or additional information on Best Practices, LLC's other products and services, please call Cameron Tew at 919-767-9246 or email Also, visit our Web site at .


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. For more information, call 919-403-0251 or visit .

SOURCE Best Practices, LLC
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