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New Pharmaceutical Sales Force Communication Metrics: Nearly 6 Weeks of Sales Time per Rep Wasted Each Year

CHAPEL HILL, N.C., Nov. 2 /PRNewswire/ -- Just how much of the time that sales people should be spending with the customer is lost due to administrative tasks and internal communication?

Pharmaceutical sales directors agree the answer is 'too much time' - in fact, 32% of the time used for internal communication - or 6 weeks per rep per year - is unnecessary and causes millions in lost sales every year, according to a recent research study by Best Practices, LLC. But yet, understanding and implementing the key tactics that make a more productive sales force remains a daily challenge.

The report, "Pharma Sales Force Effectiveness: Increasing Productivity Through Streamlined Internal Communication," (free report excerpt at: highlights specific practices and performance metrics you can implement today to see immediate results in sales team efficiency and bottom-line revenues.

Findings were collected from surveys and interviews with sales leaders and field sales staff at leading companies, including: Pfizer, Sanofi-Aventis, Purdue Pharma, Janssen, Merck, Eli Lilly, Johnson & Johnson, Ortho-McNeil, Genentech and Allergan.

This report is packed with sales communication metrics and productivity practices. Some of them include:

- Poorly prioritized or redundant communication between pharma sales reps

and their managers causes an estimated $309,000 in annual lost sales

per sales rep.

- Pharma sales reps spend an average of 13.7 hours a week managing

internal communication. Most of this time is spent managing email,

checking voicemail and talking on a cell phone. Of this time, 4.4 hours

(or 32%) are perceived to be unnecessary.

- District managers estimated that they spent 36.5 hours per week

managing internal communication. That's an amazing 1,825 hours per year

per manager.

- Savvy district managers forward emails with a tag in the subject line

that indicates whether the information is "need-to-know" or "nice-to-


- Improve access to online information that can be downloaded and doesn't

need to be delivered through voicemail, email or paper

Download additional sample findings and metrics from the complimentary report excerpt at:

To drill down on the insights presented in this report more deeply contact our Solution Specialists at (919) 403-0251 or

If you have questions about this report or would like to speak to us about how our research can benefit your Sales Force Operations or other initiatives in your company, please contact Cameron Tew, Manager of Research and Publishing at Best Practices, LLC at (919) 767-9246 or


Best Practices, LLC, conducts work based on the simple yet profound 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. Best Practices, LLC has been a leader in pharmaceutical research and consulting for nearly 15 years; our clients include 43 out of the top 50 pharmaceutical companies.

SOURCE Best Practices, LLC
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