Overview

Companies

Metrics

Content

Purchase

 

EXECUTIVE SUMMARY
Figure E.1: Report Definitions..............14
Figure E.2: Primary Care Sales Force Resource Allocation..............17
Figure E.3: Specialty/Hospital Sales Force Resource Allocation..............17
Figure E.4: Average Cost per Rep..............18
Figure E.5: Number of Reps Calling on Physicians by Value: Primary Care..............19
Figure E.6: Compensation & Incentive Structures that Align with Personal Needs..............22
Figure E.7: Geographic Sales Alignment: Top 10 Global Company..............23
Figure E.8: Hybrid Sales Alignment: Top 10 Global Company..............24

 

BUDGET, STRUCTURE AND TERRITORY MANAGEMENT
Figure 1.1: Primary Care Sales Force Resource Allocation..............28

Budgeting and Financial Support
Figure 1.2: Specialty Sales Force Resource Allocation..............29
Figure 1.3: Average Cost per Primary Care Rep..............30
Figure 1.4: Average Cost per Specialty/Hospital Rep..............31
Figure 1.5: Cost per Detail Including Samples: Primary Care..............32
Figure 1.6: Cost per Detail Excluding Samples: Primary Care..............33
Figure 1.7: Cost per Detail Including Samples: Specialty/Hospital..............34
Figure 1.8: Cost per Detail Excluding Samples: Specialty/Hospital..............34

Structure and Headcounts
Figure 1.9: Company Structure: Top 10 Global Company..............38
Figure 1.10: Company Structure: Top 10 Global Company..............39
Figure 1.11: Company Structure: Mid-sized Company..............41
Figure 1.12: Company Structure: Mid-sized Biotech Company..............42
Figure 1.13: Company Structure: Small Company..............43
Figure 1.14: Company Structure: Small Company..............44
Figure 1.15: Surveyed Companies’ Rep Headcounts..............46
Figure 1.16: Surveyed Companies’ Number of Sales Divisions..............47
Figure 1.17: Average Division Size (Primary Care)..............48
Figure 1.18: Average Division Size (Specialty/Hospital)..............49
Figure 1.19: Average Number of Reps per District Manager (Primary Care)..............50
Figure 1.20: Ideal Number of Reps per District Manager (Primary Care)..............50
Figure 1.21: Average Number of Reps per District Manager (Specialty/Hospital)..............51
Figure 1.22: Ideal Number of Reps per District Manager (Specialty/Hospital)..............52
Figure 1.23: Percentage of Companies Undergoing a Major Restructuring/Realignment
over the Past 12 Months..............53
Figure 1.24: Recent Sales Force Growth/Contraction (Past 12 Months)..............54
Figure 1.25: Planned Sales Force Growth/Contraction (Next 12 Months)..............55
Figure 1.26: Percentage of Surveyed Companies Employing Contract Sales Forces..............56

Sales Force Coordination, Product Prioritization and Territory Alignment
Figure 1.27 Drugs in the Bag: Primary Care..............65
Figure 1.28: Drugs in the Bag: Specialty/Hospital..............65
Figure 1.29: Product Portfolio Weighting..............66

 

SALES MANAGEMENT STRATEGIES

Training Sales Reps
Figure 2.1: New Reps: Total First-Year Training Hours (Primary Care)..............85
Figure 2.2: New Reps: Total First-Year Training Hours (Specialty/Hospital)..............85
Figure 2.3: Percentage of New Rep Training Hours Given Prior to Entering the Field
(Primary Care)..............86
Figure 2.4: Percentage of New Rep Training Hours Given Prior to Entering the Field (Specialty/Hospital)..............86
Figure 2.5: Percentage of Primary Care Reps’ Time Spent on Ongoing Training..............88
Figure 2.6: Percentage of Specialty/Hospital Reps’ Time Spent on Ongoing Training..............88

Compensation, Incentives & Rewards
Figure 2.7: Compensation Structure..............90
Figure 2.8: New Hire Primary Care Rep Compensation..............91
Figure 2.9: Average Primary Care Rep Compensation..............92
Figure 2.10: High Performing Primary Care Rep Compensation..............93
Figure 2.11: Bonus Compensation as a % of Total Pay: Average Primary Care Rep..............94
Figure 2.12: New Hire Specialty/Hospital Rep Compensation..............95
Figure 2.13: Average Specialty/Hospital Rep Compensation..............96
Figure 2.14: High Performing Specialty/Hospital Rep Compensation..............96
Figure 2.15: Bonus Compensation as a % of Total Pay: Average Specialty/Hospital Rep..............97
Figure 2.16: New Hire Primary Care District Manager Compensation..............98
Figure 2.17: Average Primary Care District Manager Compensation..............99
Figure 2.18: High Performing Primary Care District Manager Compensation..............99
Figure 2.19: Bonus Compensation as a % of Total Pay: Average Primary Care District Manager..............100
Figure 2.20: New Hire Specialty/Hospital District Manager Compensation..............101
Figure 2.21: Average Specialty/Hospital District Manager Compensation..............102
Figure 2.22: High Performing Specialty/Hospital District Manager Compensation..............102
Figure 2.23: Bonus Compensation as a % of Total Pay: Average Specialty/Hospital District Manager..............103
Figure 2.24: New Hire Specialty/Hospital Regional Manager Compensation..............104
Figure 2.25: Average Specialty/Hospital Regional Manager Compensation..............105
Figure 2.26: High Performing Specialty/Hospital Regional Manager Compensation..............105
Figure 2.27: Bonus Compensation as a % of Total Pay: Average Specialty/Hospital Regional Manager..............106
Figure 2.28: Compensation and Incentive Structures that Align with Personal Needs..............110

 

IN-FIELD TACTICS
Figure 3.1: Primary Care Rep Time Allocation..............119

Allocating Reps’ Time
Figure 3.2: Specialty/Hospital Rep Time Allocation..............120
Figure 3.3: Average Daily Visits Attempted by Primary Care Reps..............121
Figure 3.4: Average Daily Visits Attempted by Specialty/Hospital Reps..............122

Segmenting, Targeting and Routing
Figure 3.5: Target Visit Frequency: Primary Care..............125
Figure 3.6: Target Visit Frequency: Specialty/Hospital..............125
Figure 3.7: Barriers to Physician Access..............128

Overcoming Reduced Physician Access
Figure 3.8: Percentage of the Time Reps Detail Physicians: Primary Care..............129
Figure 3.9: Percentage of the Time Reps Detail Physicians: Specialty/Hospital..............130
Figure 3.10: Number of Reps Calling on Physicians by Value: Primary Care..............131
Figure 3.11: Number of Reps Calling on Physicians by Value: Specialty/Hospital..............132
Figure 3.12: Average Minutes Reps Get with Targets: Primary Care..............142

Optimizing Time Earned with Physicians
Figure 3.13: Average Minutes Reps Get with Targets: Specialty/Hospital..............143
Figure 3.14: The Physician-Patient-Rep Triangle..............146
Figure 3.15: Total Office Calls – Finding Key Influencers..............148
Figure 3.16: Sales Force Listening Posts..............149