Navigation Links
Assessing the Performance of Account Executives for the Critical Managed Markets Sector
Date:9/2/2011

CHAPEL HILL, N.C., Sept. 2, 2011 /PRNewswire/ -- The overall success of the pharmaceutical industry is linked to the managed markets sector. Access to formularies and relationships with managed care organizations are critical drivers of top-line growth for pharmaceutical organizations. Given the importance of the managed markets sector, assessment of managed markets account executives' performance is a critical undertaking for pharma organizations.

Best Practices, LLC recently conducted an in-depth benchmarking research project to identify common performance measurement practices of managed markets account executives. "Managed Markets Account Management: Assessing the Performance of Account Executives" will provide executives with insights into the evaluation of the account executive function and present effective measures that drive successful activity in managed markets account management.

The report examines both activity- and results-oriented performance metrics for evaluating account executives. The data are segmented into two parts: Large Pharma and Total Benchmark Class. In the study, both the Total Benchmark Class and Large Pharma Segment said they used results metrics more often than activity metrics to measure account management performance.

  • On the results side, the most utilized performance metrics for both the Total Benchmark Class and Large Pharma segments were "Formulary placement" and "Performance against stated objectives." Interestingly, the study found while the Large Pharma segment rated "Number of drugs on formulary" among the most effective performance measurements, only 40 percent said they use that metric.

The 51-page report will help executives gain insights on field-proven tactics from survey and interviews of 32 participants, 16 that are large research-based Pharmaceutical companies.  

The study also provides managed markets account management metrics on:

  • Structure
  • Geographical alignment
  • Staffing
  • Accounts handled
  • Time allotment
  • Activities

To learn more about this report, download a complimentary report excerpt at http://www3.best-in-class.com/rr1113.htm. For related research, visit our Best Practices, LLC Web site at www.best-in-class.com/

ABOUT BEST PRACTICES, LLC

Business consulting firm Best Practices, LLC serves 48 of the world's 50 top pharmaceutical companies.  For 17 years, we have conducted primary research consulting 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
Copyright©2010 PR Newswire.
All rights reserved

Related medicine technology :

1. ProstateHealthIndex.org Website Offers Latest on Assessing Prostate Cancer Risk
2. Abbott Receives FDA Approval for First Automated Molecular Test for Assessing Hepatitis B Treatment
3. Reportlinker Adds Personalized Medicine 2010: Assessing the Opportunities and Challenges in Commercializing Companion Diagnostics and Targeted Therapies
4. deCODE Launches a DNA-Based Test for Assessing Risk of Prostate Cancer on the Back of the Discovery of New Prostate Cancer Genes
5. Abaxis Reports Financial Performance for the First Quarter of Fiscal 2012
6. Sanofi: Sales Growth of 6.9% Thanks to Genzyme Acquisition and Performance of Growth Platforms
7. Waters Showcases ACQUITY UltraPerformance LC and Mass Spectrometry (UPLC/MS) Tools for Increasing Laboratory Efficiency at the American Association for Clinical Chemistry Annual Meeting
8. Quanterix Digital Immunoassay for Prostate Specific Antigen Improves Analytical Performance
9. DecisionView StudyOptimizer 4.3™ Enhances Market-Leading Enrollment Optimization Solution With Greater Visibility Into Site Performance and Cost Forecasting
10. Council on Competitiveness Showcases Power of High Performance Computing in Case Study with GNS Healthcare
11. ZONARE Scores in Clinical Applications, Performance and Customer Support & Service in KLAS 2011 Ultrasound Report
Post Your Comments:
*Name:
*Comment:
*Email:
(Date:9/9/2017)... INDIANAPOLIS , Sept. 9, 2017  Eli Lilly ... key primary and secondary endpoint data for lasmiditan, an ... migraine, which demonstrated statistically significant improvements compared to placebo ... be highlighted today at the 18th Congress of the ... . "The data presented today demonstrate lasmiditan,s ...
(Date:9/7/2017)... , Sept. 7, 2017 NuvoAir (formerly ... Spirometer, announced today a partnership with Novartis Pharma AG to ... NuvoAir,s position as the leading mobile spirometry platform and Novartis, ... ... ...
(Date:9/6/2017)...  Medical professionals are expected to continuously ... their patients. Medical simulations offer clinicians the ... Simulation provides a safe method for teaching ... refine techniques and build confidence, without putting ... such as augmented reality, will now provide ...
Breaking Medicine Technology:
(Date:9/22/2017)... ... ... "Success Files," a short- and long-form documentary style show ... estimated to affect the lives of more than 5 million Americans living with ... voice in the fight for cure and research into the disease, its causes, ...
(Date:9/22/2017)... ... 2017 , ... “Fruit of the Spirit: “Love””: a delightful adventure of ... created. “Fruit of the Spirit: “Love”” is the creation of published author, Halimah Jones, ... of five. Halimah is an avid writer, her inspiration for “Fruit of the Spirit: ...
(Date:9/22/2017)... Diego, CA (PRWEB) , ... September 22, 2017 ... ... offer groceries, wearable, and more products at customers’ doorstep. According to Smart Mart, ... Smart Mart has stated to offer wearable, and customers can find clothing at ...
(Date:9/22/2017)... Greenwich, Connecticut (PRWEB) , ... September 22, 2017 ... ... to conquering Lyme and other tick-borne diseases through research, education and awareness, today ... , A noted immunologist and microbiologist, Dr. Sellati has more than 20 ...
(Date:9/21/2017)... FL (PRWEB) , ... September 21, 2017 , ... 38-Year-Old ... Aesthetic Surgery Center in Naples, Florida is pleased to announce that Plastic Surgeon Kiranjeet ... Top 40 Under 40 is an annual award that was started in ...
Breaking Medicine News(10 mins):