CHAPEL HILL, N.C., Dec. 26 /PRNewswire/ -- It wasn't that long ago that pharma companies were growing their sales teams. But the staffing pendulum has reversed direction and across the pharma industry companies are now shrinking their sales forces. While the sales environment is in a constant state of flux, the fundamentals of selling remain constant: planning, targeting, relationship management and goal setting.
But it is the practices that reps follow within these broad areas that separate out top performers. Using more than 100 one-on-one interviews with top performing sales reps and 50 district managers, benchmarking leader Best Practices, LLC has put together an encyclopedia of insights in "Best Practices in Pharmaceutical Sales."
The 200-page study identifies the effective and innovative practices used by the top performing sales reps and district managers at leading pharmaceutical companies, including Pfizer, GlaxoSmithKline, Merck, AstraZeneca and Bristol-Myers Squibb, as well as other world-leading companies such as Microsoft, Xerox, Federal Express and Motorola.
For a complimentary overview of the study's key topics and findings, go
The research contains a laundry list of lessons for reps, such as:
-- Use automated formulary data and thought leader information to prepare
for sales calls to develop sales messages that anticipate formulary
restrictions and opportunities
-- Craft a daily "dream list" of doctors located within the daily sales
territory ranked in an order by prescription type and volume to be
called upon when unexpected schedule changes free up time
-- Integrate activity triggers into annual planning calendars to prepare
doctors' sample staples and sales messages in advance of key
pharmaceutical seasons, e.g., cold and
|SOURCE Best Practices, LLC|
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