Navigation Links
As Biopharma Companies Reshape Sales Model, Most See Resetting Territory Size and Implementing Individualized Call Plans as First Steps Toward Change, According to New Research From Best Practices, LLC
Date:2/18/2010

CHAPEL HILL, N.C., Feb. 18 /PRNewswire/ -- As the pharmaceutical sector continues to adjust its sales force structures in the face of marketplace pressures, organizations are making changes across a number of fronts, according to new research from Best Practices, LLC.

One of the most common initial changes many sales groups are enacting is resetting territory size to better focus reps on customer needs, according to the Best Practices, LLC report "Trends and Future Directions for the High Performing District Sales Manager: A Comparative View from 2007 and 2009." In the report, 82 percent of the 48 participating biopharma organizations said they have either made territory changes or they plan to within the next 18 months.

To download a complimentary study excerpt, or to view a sample of key topics and study findings, go to: http://www3.best-in-class.com/rr990.htm .

A change in rep territories was one of the initial steps that Novartis took as part of its recent U.S. sales reorganization. As part of that "Customer Centric Initiative," Novartis replaced its nationally managed sales force with five regional units, according to a story last month in Medical Marketing & Media. The publication noted that Novartis said its 2009 results showed sales and marketing spend for its pharmaceutical division fell 1.6 percentage points last year because of productivity improvements.

In addition to resetting territory sizes, most biopharma organizations are recasting their sales models by implementing individualized call plans for major accounts and reducing the number of physicians a rep calls on in order to deepen customer relationships, according to the Best Practices, LLC report.

The 73-page report focuses on the evolving role of the first line district sales manager – a position that is the cornerstone of sales force effectiveness and high performance. Nearly 60 percent of companies are actively revising the training curriculum for district managers, according to the report.

With a benchmark class that features Abbott, GSK, Genentech, Lilly, Merck, Novartis, Pfizer, Roche, Shire, Takeda, Wyeth and Novo Nordisk among others, this research identifies recent changes, and new directions in the future role of the district manager. In addition to identifying the critical future district manager activities and responsibilities, the report outlines essential district manager leadership and competency skills for the future.

To download a complimentary study excerpt, or to view a sample of key topics and study findings, go to: http://www3.best-in-class.com/rr990.htm .

To learn more about Best Practices' other timely research visit: http://www3.best-in-class.com or contact Jeff Zimmer at 919-767-9180 or jzimmer@best-in-class.com

ABOUT BEST PRACTICES, LLC

Best Practices, LLC serves 48 of the world's 50 top pharmaceutical companies.  For 17 years, we have conducted 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. 

SOURCE Best Practices, LLC

RELATED LINKS
http://www.best-in-class.com

'/>"/>

SOURCE Best Practices, LLC
Copyright©2010 PR Newswire.
All rights reserved

Related medicine technology :

1. Americas Biopharmaceutical Companies Studying 183 New Medicines to Counter Diabetes Growth
2. New Research from Best Practices, LLC can Improve Formulary Access and Product Placement for Biopharma Companies: Managed Markets Market Research
3. TenX Biopharma Licenses Zanolimumab From Genmab
4. Chinas Basic Medical Insurance to Cover Sinobiopharmas Flagship Product
5. New Research from Best Practices Can Save Biopharma Companies Millions: Pharmaceutical New Product Planning - Structure and Activities to Drive Profitability
6. New White Paper Examines Advanced Mycoplasma Tests - How Real-Time PCR Analysis Helps Save Time and Money for Biopharmaceutical Manufacturers
7. PDL BioPharma Announces New Licensing Agreement With Eli Lilly
8. Keryx Biopharmaceuticals, Inc. Initiates Phase 3 Registration Trial of KRX-0401 (Perifosine) for Treatment of Patients with Advanced Multiple Myeloma
9. PDL BioPharma Completes December 15 Special Dividend Payment
10. Waters SDMS Vision Publisher Now Certified Compliant with SAFE-BioPharma Digital Standard
11. Berger & Montague, P.C., Files Class Action Against Hemispherx Biopharma, Inc. Extending the End of the Class Period to December 1, 2009, When the Company Announced That the FDA Found No Evidence of Efficacy of Its Drug
Post Your Comments:
*Name:
*Comment:
*Email:
(Date:2/9/2016)... Mass. , Feb. 9, 2016   AllCare ... The Joint Commission,s Gold Seal of Approval ® ... compliance with its performance standards. The Gold Seal of ... reflects an organization,s commitment to providing safe and effective ... AllCare Plus Pharmacy underwent a rigorous on-site survey ...
(Date:2/9/2016)... The global prefilled syringes market accounted for $3,905.1 million ... with a CAGR of 12.9% during 2015-2020. Among the ... global prefilled syringes market, with 90.1% share in 2014. ... global market of prefilled syringes is up surging with ... demand for vaccines, increasing prevalence of chronic and lifestyle ...
(Date:2/9/2016)... Calif. , Feb. 9, 2016  Increasingly, health ... monitoring their vital signs with wireless technology. With the ... can automate patient oversight and remotely detect problems before ... vital signs across in-hospital environments. the ... the United States . --> ...
Breaking Medicine Technology:
(Date:2/10/2016)... ... February 10, 2016 , ... Workrite Ergonomics, who is celebrating their 25th year ... beginnings to being an internationally recognized leader in their industry. , "We are very ... Lawrence, President of Workrite. “Workrite recognized the importance of good ergonomics before most ...
(Date:2/10/2016)... ... February 09, 2016 , ... Western University of ... oral screenings to 150 children in kindergarten through third grade at Hurley Elementary ... Medicine joined Chinese American Dental Society of Southern California volunteers for Give Kids ...
(Date:2/10/2016)... , ... February 10, 2016 , ... It’s that time ... Davis, the new president of the Interscholastic Athletic Association of Maryland (IAAM), Hall of ... how quickly fitness goals are cast aside. , That’s why one of her first ...
(Date:2/9/2016)... ... , ... February is Heart Awareness Month, and to celebrate Health Quest Chiropractic ... the American Heart Association, New Mexico chapter. , A Heart Rate Variability (HRV) scan ... INSiGHT Pulse Wave Profiler utilizes a non-invasive technology to determine a heart’s ability to ...
(Date:2/9/2016)... California (PRWEB) , ... February ... ... automated print and e-book publishing software, in partnership with Snowfall4pod Digital, creators ... – a comprehensive book publishing, content management, global distribution and print-on-demand network. ...
Breaking Medicine News(10 mins):