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Though Essential to Pharmaceutical Sales Success, the Use of Health Outcomes Data Often Overlooked by Sales Leaders

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 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, 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 and other recent primary research studies, contact Cameron Tew, Executive Director of Research, at 919.403.9246 or at  

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 of the top 50 pharmaceutical companies.

SOURCE Best Practices, LLC
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