Description
The Pharmaceutical Sales Forces Effectiveness study result from the input of 67 respondents from 29 U.S.-based companies. The research was designed to investigate the state and development of the sales function and operations in the U.S.Life science organizations allocate considerable amounts of money to support commercial functions and field sales forces to gain market shares and position products for optimal sales results.
Studies show the average yearly cost per sales representative to be around $260,000 and up to $450,000 depending on geographic area, therapeutic area, and type of physician targeted. With such investments injected into commercial functions, executives must look closely at the utilization of the field teams.
The North American sales model as the industry has been relying on for decades is broken and in transformation. Not only the cohort of deployed sales representatives has shrunk, but the HCPs are looking for added value from companies and their representatives. The typical model of visits and sample drops is gradually fizzling away.
Foreword
Use of Arx Research’s Copyrighted Materials
Research Methodology
Respondents’ Profiles
Working Environments
Profiled Companies
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The Sales Force Landscape in the United States
Current Scale of Deployed Sales Force
Past 12 Months Staffing Trends
Gains and Losses – Past 12 Months
Next Year Expectations
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Organizational Effectiveness
Team Sizing Indicators
Staffing Ratios
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Sample Team Organizational Profiles
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Sales Representatives Profiles
Typical Activities
Product Support
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Key Metrics
Visits and Details
Length of Details and Call Lists
Conduct of Exchanges
Average Cost per Detail
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Sales Representatives’ Qualifications and Training
Education
Training
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Compensation Levels
Sales Representative Compensation
District Managers and Regional Managers Compensation
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Factors of Persuasion
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