Pharmaceutical sales organizations spend about $150,000 per primary care rep and $330,000 per specialty drug rep, according to a report published by pharmaceutical intelligence firm Cutting Edge Information. 

While every company’s product portfolio and sales force is different, sales spending falls into clear patterns.  Across the industry, companies average $31.9 million in annual sales spending for each primary care drug – those products that treat conditions suffered by millions of individuals, such as high-cholesterol levels and allergies. 

 Pharmaceutical companies focus on these blockbuster drugs to make most of their annual revenues.  Sales spending for specialty drugs, which treat smaller population segments, average $25.3 million per product across the industry.

The report contains more than 250 metrics revealing top ten pharmaceutical companies’ sales organization budgets and staff support.  “Pharmaceutical Sales Management: Conquering the New Marketplace,” available at http://www.PharmaSalesManagement.com , is a comprehensive pharmaceutical sales report.  Its findings include sales budgets, staffing, strategies and tactics from 17 top pharmaceutical companies including Pfizer, Merck, AstraZeneca, Eli Lilly, Novartis, and Aventis.

“The world’s most successful pharma sales forces combine strong field tactics with industry-leading resource support,” said Eric Bolesh, senior analyst at Cutting Edge Information.  “Investment drives revenue, and top companies budget for their primary care and specialty sales groups accordingly.” 

“Pharmaceutical Sales Management: Conquering the New Marketplace” showcases the following key metrics to help companies optimize sales force performance:

* Sales force budgets for primary care and specialty divisions

* Sales force spending per rep and per product

* Total sales force headcounts by company

* Average number of products for primary care and specialty divisions by company

* Sales force growth projections

* Initial and ongoing training hours per rep

To download the online summary of this 159-page report, visit http://www.PharmaSalesManagement.com . For more information on this report, contact Jan Blanchette at jan_blanchette@cuttingedgeinfo.com or 919-433-0218.

For more information on pharmaceutical alliances, co-promotions, in-licensing and out-licensing, please visit http://www.PharmaCopromotion.com to learn about Cutting Edge Information’s newest study.

 
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