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Pharmaceutical Sales: Best Practices for Pharmaceutical Sales Success

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 to

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 flu seasons

-- Have written down at least one concrete goal for each sales call.

E.g., set next appointment, see specific doctor, mention a new

product, get a response to an invitation.

Sales managers and sales reps at all levels will find this resource invaluable for discovering how the world's most successful pharmaceutical reps tailor their sales messages and organize their schedules to gain access to high-prescribing physicians. Moreover, this report is essential for pharmaceutical executives charged with improving sales effectiveness, increasing prescription rates and driving revenues.

Download a free excerpt of the study at

Topics explored in the report include:

-- Planning to Build Sales Efficiency

-- Probing for Strategic Information

-- Capitalizing on Key Relationships

-- Optimizing Program Value and Administration

-- Selection and Recruitment of Successful Sales Reps

To learn more about Best Practices' other research, visit: or contact Cameron Tew at 0919-767-9246 or


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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