Pharmaceutical Sales: Best Practices for Pharmaceutical Sales Success

Thursday, December 27, 2007 General News J E 4
CHAPEL HILL, N.C., Dec. 26 It wasn't that long ago thatpharma companies were growing their sales teams. But the staffing pendulum hasreversed direction and across the pharma industry companies are now shrinkingtheir sales forces. While the sales environment is in a constant state offlux, the fundamentals of selling remain constant: planning, targeting,relationship management and goal setting.

But it is the practices that reps follow within these broad areas thatseparate out top performers. Using more than 100 one-on-one interviews withtop performing sales reps and 50 district managers, benchmarking leader BestPractices, LLC has put together an encyclopedia of insights in "Best Practicesin Pharmaceutical Sales."

The 200-page study identifies the effective and innovative practices usedby the top performing sales reps and district managers at leadingpharmaceutical companies, including Pfizer, GlaxoSmithKline, Merck,AstraZeneca and Bristol-Myers Squibb, as well as other world-leading companiessuch as Microsoft, Xerox, Federal Express and Motorola.

For a complimentary overview of the study's key topics and findings, go to

Sales managers and sales reps at all levels will find this resourceinvaluable for discovering how the world's most successful pharmaceutical repstailor their sales messages and organize their schedules to gain access tohigh-prescribing physicians. Moreover, this report is essential forpharmaceutical executives charged with improving sales effectiveness,increasing prescription rates and driving revenues.

To learn more about Best Practices' other research, visit: or contact Cameron Tew at 0919-767-9246


Best Practices, LLC is a research and consulting firm that conducts workbased on the principle that organizations can chart a course to superioreconomic performance by studying the best business practices, operatingtactics and winning strategies of world-class companies. For more information,call (919) 403-0251 or visit research contains a laundry list of lessons for reps, such as: -- Use automated formulary data and thought leader information to prepare for sales calls to develop sales messages that anticipate formulary restrictions and opportunities -- Craft a daily "dream list" of doctors located within the daily sales territory ranked in an order by prescription type and volume to be called upon when unexpected schedule changes free up time -- Integrate activity triggers into annual planning calendars to prepare doctors' sample staples and sales messages in advance of key pharmaceutical seasons, e.g., cold and flu seasons -- Have written down at least one concrete goal for each sales call. E.g., set next appointment, see specific doctor, mention a new product, get a response to an invitation.

SOURCE Best Practices, LLC


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