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

Friday, February 19, 2010 Research News
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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



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