Sales Force Effectiveness: Benchmarking the Resources and Structure Required to Service the U.S. Hospital Marketplace - Report Now Available
Posted on: Friday, 25 January 2008, 12:00 CST
Research and Markets (http://www.researchandmarkets.com/reports/c80807) has announced the addition of Sales Force Effectiveness: Benchmarking the Resources and Structure Required to Service the U.S. Hospital Marketplace to their offering.
The Sales Force Effectiveness: Benchmarking the Resources and Structure Required To Service. The U.S. Hospital Marketplace study focused on benchmarking the variables required to develop an effective sales force to service the hospital marketplace. Insights, benchmarks and best practices of industry leaders reveal how they target hospitals to ensure that their product portfolio is effectively represented on hospital formularies.
The U.S. hospital marketplace is multifaceted and can be divided into multiple market segments. In this challenging marketplace, pharmaceutical and biotechnology sales people have to negotiate increasingly complex organizational and decision-making structures to effectively represent their brands. Hospital formulary decisions are not only being influenced by medical professionals focused on efficacy and safety but also by administrative personnel focused on operational efficiency and cost. This benchmark study was designed to assist pharmaceutical and biotech organizations gain insights into the optimal sales strategy, structure and resources - by market segment and customer profile - to better meet the needs of the hospital marketplace.
Key focus areas of the study include:
- Targeting Key Decision Makers and Influencers
- Hospital Sales Force Alignment, Structure and Support
- Hospital Sales Force Training
- GPO Focus
- Lessons Learned
Sample findings from the study include:
- Benchmark companies limit the number of target accounts to 10 per account manager to achieve more focus and customer intimacy.
- All study participants recognize the importance of fellows and residents future influencers and target these positions at some level.
- A focus on a company's products across brands and therapeutic areas is dominant alignment for sales forces across hospital market segments.
All benchmark data is presented in tables designed to allow viewers easy access. Findings are presented by business function and focus on key efficiency metrics.
Content Outline:
Introduction
Definitions
Key Findings
About the Benchmark Class
Targeting Key Decision Makers and Influencers
Hospital Sales Force Alignment, Structure and Support
Hospital Sales Force Training
GPO Focus
Lessons Learned
Companies Mentioned:
- Bayer
- Eli Lilly
- AstraZeneca
- Novartis
- GlaxoSmithKline
- Johnson & Johnson
- Schering-Plough
For more information visit http://www.researchandmarkets.com/reports/c80807
Source: Business Wire
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