Pharmaceutical Sales Forces Effectiveness and Productivity Benchmarks of U.S. Teams

$795.00

This study investigates pharmaceutical sales forces in United States. The analysis covers the current sales force landscape, organizational effectiveness, seven team profiles, sales representative activities, and key metrics on visits, details, exchanges with physicians and costs. The study also includes compensation for specialty and primary care representatives, district and regional managers.

Number of pages: 67
Format: Full Analysis, PDF
Published: 2015

Price: $795

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

 

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

 

Organizational Effectiveness

Team Sizing Indicators

Staffing Ratios

 

Sample Team Organizational Profiles

 

Sales Representatives Profiles

Typical Activities

Product Support

 

Key Metrics

Visits and Details

Length of Details and Call Lists

Conduct of Exchanges

Average Cost per Detail

 

Sales Representatives’ Qualifications and Training

Education

Training

 

Compensation Levels

Sales Representative Compensation

District Managers and Regional Managers Compensation

 

Factors of Persuasion

KEY FEATURES

  • Opinions from more than 120 physicians based at hospitals and privately held practices
  • Over view of current industry landscape
    • Cost per detail
    • Number of visits
    • Rate of success
  • Time spent on various activities
  • Insight into how physicians view relationships and what type of exchanges they want
  • Viewpoints on adoption of and thoughts on virtual engagement platforms
  • Degree of loyalty to products
  • Outlook on future partnerships and constructive opinions on best practices

KEY BENEFITS

  • Exceptional insights from physicians to help shape approaches, relationship development and establish long-term cooperation.
  • Provides key elements on variable expectations and preferences for life science management and field representatives to refine how they communicate and exchange with physicians.

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