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:6/11/2017)... and Company (NYSE: LLY ) announced today ... an investigational treatment for the prevention of episodic and ... endpoints for galcanezumab compared to placebo at both studied ... REGAIN) will be presented today at the American Headache ... . "The detailed Phase 3 ...
(Date:6/8/2017)... Responding to Heath Ledger,s father,s recent call for ... Chris Cornell in May, the mental health watchdog group, ... psychiatric drug side effects search engine ... risks. The father of the late actor ... has called for tighter rules on prescription drugs. Speaking at ...
(Date:6/5/2017)... , June 5, 2017 The Cincinnati ... of Diplomat Pharmacy, Inc. (NYSE: DPLO), has been awarded a ... Enquirer . Results are based on an employee ... organizational health and workplace improvement. The survey measures several aspects ... ...
Breaking Medicine Technology:
(Date:6/25/2017)... ... ... CareSet Labs released the Root NPI Graph today at the 2017 Academy ... of the Doctor Referral teaming dataset commonly available from Medicare. , Originally created through ... “Doctor Referral Dataset” as released by Medicare and “DocGraph” as released by Trotter, the ...
(Date:6/24/2017)... Ronkonkoma, New York (PRWEB) , ... June 24, ... ... now joined the Dental365 family. Located at 217 Portion Road in Lake Ronkonkoma, ... also open evenings and weekends so that visits to the dentist fit into ...
(Date:6/23/2017)... Beach, CA (PRWEB) , ... June 23, 2017 , ... ... has earned its ninth consecutive four-star rating from premier online charity evaluator, Charity Navigator, ... in the top 1% of all charities reviewed by Charity Navigator and earns ANRF ...
(Date:6/23/2017)... ... 23, 2017 , ... Military Connection friend and veteran advocate Micaela ... Virgin Atlantic lounge. , Bensko is no stranger to the plight of the ... her life to supporting our wounded veterans. A world-class photographer, her riveting photos “The ...
(Date:6/23/2017)... ... 2017 , ... Georgia State University will host the First ... two-day conference is focused on advancing scientific knowledge about the aggressive triple negative ... racial breast cancer-related disparities. The conference theme is “Illuminating Actionable Biology.” , Conference ...
Breaking Medicine News(10 mins):