Sales Leaders Drive Managed Care Pull-Through Success

Friday, June 11, 2010 General News J E 4

CHAPEL HILL, N.C., June 11 /PRNewswire/ -- Sales leaders play a significant role in the success of managed care pull-through initiatives. For 42 percent of companies, field coordination and training is a top challenge for increasing pull-through.

Providing progress data as the initiative continues and making sure monthly reports get to the field are best practices for DSMs in pull-through initiatives, according to "Managed Care Pull-Through Excellence: From Formulary Access to Increased Market Share," conducted for a partner of Best Practices, LLC.

"You need someone driving, measuring and reporting the progress of pull-through initiatives," explains a managed care director and study participant. "When I've seen pull-through work, it was because the district sales manager took ownership."

Download a complimentary white paper of "Managed Care Pull-Through Excellence: From Formulary Access to Increased Market Share" at It includes selected best practices drawn from extensive primary research with executives from 24 leading pharmaceutical companies including, Pfizer, Takeda, GlaxoSmithKline, Daiichi-Sankyo and Boehringer Ingelheim.

The full 85-page report contains more than 250 benchmark metrics and 40 best practices, providing account managers, sales leaders and brand executives a roadmap to identify and close performance gaps in their own pull-through organizations and to improve their processes, programs and activities.

Key topics of this primary research include:

  • Contracting strategies that support pull-through
  • Customer communication topics, channels and timing
  • Effective activities and programs
  • Use of program evaluation metrics
  • Key challenges faced in accomplishing Managed Care pull-through
  • Best practices in achieving pull-through effectiveness

For more information on this study or other recent primary research studies, contact us at 919.403.0251 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 out of the top 50 pharmaceutical companies.

SOURCE Best Practices, LLC



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