A study of major strategic sales models with case studies that enhance sales forceeffectiveness.
Sales force sizing, recruitment strategies, and key sale force training and compensationmodels.
An analysis of the competitive landscape, including profiles of major companies such asPfizer, GlaxoSmithKline, Teva Pharmaceuticals, Novartis, Merck & Co., BMS, Johnson& Johnson, Eli Lilly, AstraZeneca, Abbott and Sanofi.
Reasons to Buy
Develop key strategies to reduce expenditure on sales forces and increase sales forceeffectiveness
Optimize your organization
’s resource allocation by identifying key models to size,
recruit and train sales forces
Develop and understand how companies use tools and models to improve sales forceeffectiveness
Make informed decisions with respect to sales force training and compensation
Make more informed business decisions from the insightful and in-depth analysis of salesforce effectiveness sales models and the factors that shape them
Knowledge is key for pharmaceutical sales forces, who should be offered training and incentivesto increase sales and improve productivity, says a new report by healthcare experts GBIResearch. This new report states that the importance of internal training cannot be understated,with the significant investments, advanced training techniques, and use of external trainingconsultants by major pharma companies playing testament to this.In recent years, the sales industry within the US and Europe has recorded sales job reductions asa result of the global economic recession, and this has led to a greater demand for effectiveselling methods. Companies forced to downsize their sales forces still aim to secure high salesfigures, and are therefore pressurized to develop their sales people to continue to deliverprofitable sales growth.The short term motive behind sales force training is to increase sales and improve productivity.However, the long term motive is to motivate the sales force, build better customer relations andeffectively improve employee retention rates. Incentive management is a significant tool thatencourages sales activities, but also helps to improve longer term sales force effectiveness.Incentive management has not always been implemented as a high priority, and was not alwaysproperly integrated into the sales management process. However, a large number of companiesare now implementing incentive management solutions that provide the flexibility to quicklyadjust compensation plans in order to improve sales force performance. This solution has theability to adjust to specific company needs, and allows for the integration of existing processesand systems.