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Though Essential to Pharmaceutical Sales Success, the Use of Health Outcomes Data Often Overlooked by Sales Leaders
Date:7/29/2011

CHAPEL HILL, N.C., July 29, 2011 /PRNewswire/ -- Sales executives agree that delivering health outcomes data is increasingly important in the biopharmaceutical sales process. Yet despite the effectiveness of using objective health outcomes data to underscore a drug's efficacy, only 6% of biopharmaceutical district sales managers currently understand and often communicate this type of data to sales representatives, according to recent research.

"DMs (district sales managers) need knowledge of health outcomes, evidence-based medicine, and reimbursement," stated an interviewed sales executive in "Trends and Future Directions for the High Performing District Sales Manager," a recently published report drawn from research conducted by benchmarking leader Best Practices, LLC.  In fact, according to the study, only slightly more than half of benchmark companies are using laptop-based presentations to equip managers and field reps to communicate critical patient data, like health outcomes, to physicians.

"Trends and Future Directions for the High Performing District Sales Manager" identifies recent changes, new directions, and best practices for the current role of the biopharmaceutical district sales manager in driving superior sales productivity and growth.

Download a complimentary white paper at http://www3.best-in-class.com/rr1100.htm that includes selected best practices drawn from extensive primary research with 94 sales leaders from 46 top global pharmaceutical and biotechnology organizations.

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, Leader
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SOURCE Best Practices, LLC
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