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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 t
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SOURCE Best Practices, LLC
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