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Health Outcomes Data Essential to Biopharmaceutical Sales Process
Date:7/23/2010

CHAPEL HILL, N.C., July 23 /PRNewswire/ -- Sales executives agree that delivering health outcomes data is increasingly important in the biopharmaceutical sales process. Yet only 6 percent of district sales managers currently understand and often communicate this type of data to sales representatives.  

"DMs need knowledge of health outcomes, evidence based medicine and reimbursement," states an interviewed sales executive in "Trends and Future Directions for the High Performing District Sales Manager." Slightly more than half of companies are using laptop-based presentations to equip managers and reps to communicate health outcomes data to physicians.

"Trends and Future Directions for the High Performing District Sales Manager," a report derived from primary research conducted by Best Practices, LLC, identifies recent changes, new directions, and best practices for the current and future roles of district sales managers in driving superior sales productivity and growth.

Download a complimentary white paper at http://www3.best-in-class.com/rr1013.htm that includes selected best practices drawn from extensive primary research with 94 sales leaders from 46 different pharmaceutical and biotechnology companies across 24 different countries on six continents. Benchmark partners include Novartis, Roche, Abbott, GlaxoSmithKline, Bristol-Myers Squibb, sanofi-aventis, Merck, Takeda, Boehringer Ingelheim.

Key topics include:

  • Sales Force Growth & Reduction Drivers
  • Detailed Sales Model Changes
  • Physician Access Levels
  • Critical DM Activities & Trends in DM Responsibilities
  • Essential DM Management, Leadership & Competency Skills
  • Impact of Pharma Model Changes on DMs
  • Pharma Sales Rep Licensing
  • DM Readiness for Change

The full 73-page report contains more than 500 benchmark metrics and 47 executive narratives collected from two benchmarking studies conducted during the past three years, providing sales executives with longitudinal data about the shifts and developments of the roles and responsibilities of the influential DM.

For more information on this study or other recent primary research studies, contact us at 919.403.0251 or at bestpractices@best-in-class.com.  

BEST PRACTICES, LLC, conducts 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. Best Practices, LLC has been a leader in pharmaceutical research and consulting for more than 17 years; our clients include 48 out of the top 50 pharmaceutical companies.


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SOURCE Best Practices, LLC
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