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EXECUTIVE SUMMARY
Figure E.1: Annual Sales Training Spend per Rep in the Sales Force..............18
Figure E.2: Sales Training Budget Resource Allocation..............19
Figure E.3: Annual Hours of Training Given to Trainers..............22
Figure E.4: New Reps: Total First-Year Training Hours..............23

SPENDING, STRUCTURES & HEADCOUNT RATIOS, & TRAINER TIME ALLOTMENT
Figure 1.1: Annual Sales Training Spend per Rep in the Sales Force..............29

Sales Training Department Spending and Resource Allocation
Figure 1.2: Sales Training Budget Resource Allocation..............30
Figure 1.3: Internal Staff Compensation as a Percentage of Overall Sales
Training Budget..............31
Figure 1.4: Average Compensation Levels of Training Staff..............32
Figure 1.5: Instructional Development as a Percentage of Overall Sales Training Budget..............33
Figure 1.6: Training Delivery as a Percentage of Overall Sales Training Budget..............34
Figure 1.7: Travel and Lodging as a Percentage of Overall Sales Training Budget..............35
Figure 1.8: Internal Team Improvement Initiatives as a Percentage of Overall Sales
Training Budget..............36
Figure 1.9: Other Overhead Expenses as a Percentage of Overall Sales Training Budget..............37
Figure 1.10: Percentage of the Overall Sales Training Budget Spent on
Outsourced Activities..............38
Figure 1.11: Percentage of New Sales Rep Training Curriculum Developed Externally..............39
Figure 1.12: Percentage of Veteran Sales Rep Training Curriculum Developed Externally..............40
Figure 1.13: Percentage of New District Manager Training Curriculum
Developed Externally..............40
Figure 1.14: Percentage of Veteran District Manager Training Curriculum
Developed Externally..............41
Figure 1.15: Percentage of Sales Executive Training Curriculum Developed Externally..............41

Structures and Headcount Ratios
Figure 1.16: Large Pharma Centralized Training Department Structures..............44
Figure 1.17: Small Pharma Centralized Training Department Structures..............46
Figure 1.18: Large Pharma Decentralized Training Department Structures..............47
Table 1.1: Level of Executive Leading the Sales Training Department..............49
Table 1.2: Sales Training Department Reporting Line..............50
Figure 1.19: Number of Primary Care Sales Reps per Trainer..............51
Figure 1.20: Number of Specialty Reps to Specialty Rep Trainer..............52
Figure 1.21: Average Length of Time Trainers Stay in the Position..............53
Figure 1.22: Trainers Average Time Allotment..............55

Trainer Time Allotment
Figure 1.23: Time Allotment for Training/Instructing..............56
Figure 1.24: Time Allotment for Instructional Design..............57
Figure 1.25: Time Allotment for Self-Improvement Activities..............58
Figure 1.26: Time Allotment for Traveling..............59
Figure 1.27: Time Allotment for Administrative Work..............60
Figure 1.28: Time Allotment for Other Activities..............61
 

POSITION BY POSITION TRAINING GUIDE: HOURS, VENUES AND KEY TOPICS

New Sales Reps: First-Year Training
Figure 2.1: New Reps: Total First-Year Training Hours..............67
Figure 2.2: New Rep Training Venues..............69
Figure 2.3: New Rep Average Annual Training Hours by Venue..............69
Figure 2.4: New Reps: Percentage of First-Year Training Spent in Classroom..............70
Figure 2.5: New Reps: Percentage of First-Year Training Spent in Self-Study..............71
Figure 2.6: New Reps: Percentage of First-Year Training Spent in the Field..............72
Figure 2.7: New Reps: Percentage of First-Year Training Spent on Web-Based Material..............73
Figure 2.8: New Rep Training Topics: Breakdown of First-Year Curricula..............74
Figure 2.9: New Rep Average Annual Training Hours by Topic..............75
Figure 2.10: New Rep Training Curricula: Product Knowledge..............76
Figure 2.11: New Rep Training Curricula: Selling Skills..............77
Figure 2.12: New Rep Training Curricula: Compliance..............77
Figure 2.13: New Rep Training Curricula: Technology..............78
Figure 2.14: New Rep Training Curricula: Time Management..............78
Figure 2.15: New Rep Training Curricula: Communication..............79
Figure 2.16: New Rep Training Curricula: Business Acumen..............79

Veteran Sales Reps
Figure 2.17: Veteran Reps: Total Annual Training Hours..............81
Figure 2.18: Veteran Rep Training Venues..............82
Figure 2.19: Veteran Rep Average Annual Training Hours by Venue..............83
Figure 2.20: Veteran Reps: Percentage of Annual Training Spent in Classroom..............84
Figure 2.21: Veteran Reps: Percentage of Annual Training Spent in Self-Study..............85
Figure 2.22: Veteran Reps: Percentage of Annual Training Spent in the Field..............86
Figure 2.23: Veteran Reps: Percentage of Annual Training Spent on Web-Based Material..............87
Figure 2.24: Veteran Rep Training Topics: Breakdown of First-Year Curricula..............88
Figure 2.25: Veteran Rep Average Annual Training Hours by Topic..............88
Figure 2.26: Veteran Rep Training Curricula: Product Knowledge..............90
Figure 2.27: Veteran Rep Training Curricula: Selling Skills..............90
Figure 2.28: Veteran Rep Training Curricula: Compliance..............91
Figure 2.29: Veteran Rep Training Curricula: Technology..............91
Figure 2.30: Veteran Rep Training Curricula: Time Management..............92
Figure 2.31: Veteran Rep Training Curricula: Communication..............92
Figure 2.32: Veteran Rep Training Curricula: Business Acumen..............93

New District Managers
Figure 2.33: New DMs: Total First-Year Training Hours..............95
Figure 2.34: New DM Training Venues..............96
Figure 2.35: New DM Average Annual Training Hours by Venue..............96
Figure 2.36: New DMs: Percentage of First-Year Training Spent in Classroom..............97
Figure 2.37: New DMs: Percentage of First-Year Training Spent in Self-Study..............98
Figure 2.38: New DMs: Percentage of First-Year Training Spent in the Field..............99
Figure 2.39: New DMs: Percentage of First-Year Training Spent on Web-Based Material..............100
Figure 2.40: New DM Training Topics: Breakdown of First-Year Curricula..............101
Figure 2.41: New DM Average Annual Training Hours by Topic..............102
Figure 2.42: New DM Training Curricula: Coaching..............103
Figure 2.43: New DM Training Curricula: Leadership..............103
Figure 2.44: New DM Training Curricula: Hiring..............104
Figure 2.45: New DM Training Curricula: Compliance..............104
Figure 2.46: New DM Training Curricula: Time Management..............105
Figure 2.47: New DM Training Curricula: Communication..............105
Figure 2.48: New DM Training Curricula: Business Acumen..............106
Figure 2.49: New DM Training Curricula: Performance Management..............106
Figure 2.50: New DM Training Curricula: Team Building..............107
Figure 2.51: New DM Training Curricula: Strategic Thinking..............107
Figure 2.52: New DM Training Curricula: HR Skills..............108
Figure 2.53: New DM Training Curricula: Technology..............108
Figure 2.54: New DM Training Curricula: Other Training..............109

Veteran District Managers
Figure 2.55: Veteran DMs: Annual Training Hours..............111
Figure 2.56: Veteran DM Training Venues..............112
Figure 2.57: Veteran DM Average Annual Training Hours by Venue..............112
Figure 2.58: Veteran DMs: Percentage of Annual Training Spent in Classroom..............113
Figure 2.59: Veteran DMs: Percentage of Annual Training Spent in Self-Study..............114
Figure 2.60: Veteran DMs: Percentage of Annual Training Spent in the Field..............115
Figure 2.61: Veteran DMs: Percentage of Annual Training Spent on Web-Based Material..............116
Figure 2.62: Veteran DM Training Topics: Breakdown of Annual Curricula..............117
Figure 2.63: Veteran DM Average Annual Training Hours by Topic..............118
Figure 2.64: Veteran DM Training Curricula: Coaching..............119
Figure 2.65: Veteran DM Training Curricula: Leadership..............119
Figure 2.66: Veteran DM Training Curricula: Hiring..............120
Figure 2.67: Veteran DM Training Curricula: Compliance..............120
Figure 2.68: Veteran DM Training Curricula: Time Management..............121
Figure 2.69: Veteran DM Training Curricula: Communication..............121
Figure 2.70: Veteran DM Training Curricula: Business Acumen..............122
Figure 2.71: Veteran DM Training Curricula: Performance Management..............122
Figure 2.72: Veteran DM Training Curricula: Team Building..............123
Figure 2.73: Veteran DM Training Curricula: Strategic Thinking..............123
Figure 2.74: Veteran DM Training Curricula: HR Skills..............124
Figure 2.75: Veteran DM Training Curricula: Technology..............124
Figure 2.76: Veteran DM Training Curricula: Other Training..............125
 

IMPROVING THE SALES TRAINING FUNCTION
Figure 3.1: Self-Grading of the Sales Training Department..............128
Figure 3.2: Grading the Top Sales Training Challenges..............128

Choosing and Developing Trainers
Figure 3.3: Grading Key Trainer Qualities..............132
Figure 3.4: Grading Sales Experience/Success as a Key Sales Trainer Quality..............132
Figure 3.5: Grading Engaging Personality as a Key Sales Trainer Quality..............133
Figure 3.6: Grading Educational Background as a Key Sales Trainer Quality..............134
Figure 3.7: Grading Creativity as a Key Sales Trainer Quality..............135
Figure 3.8: Grading Technological Savvy as a Key Sales Trainer Quality..............136
Figure 3.9: Average Years of Selling Experience of Trainers..............137
Figure 3.10: Annual Hours of Training Given to Trainers..............138
Figure 3.11: Grading Demonstrating ROI..............142

Measuring Sales Training ROI
Figure 3.12: Kirkpatrick’s Four Levels of Effectiveness..............143

Earning Management Buy-In/Proving Value
Figure 3.13: Grading Securing Upper Management Buy-In..............148
Figure 3.14: Annual New Rep Training Curriculum Review/Change..............150

Curriculum Review and Improvement
Figure 3.15: Annual Veteran Rep Training Curriculum Review/Change..............151
Figure 3.16: Annual New DM Curriculum Review/Change..............152
Figure 3.17: Annual Veteran DM Curriculum Review/Change..............153
Figure 3.18: Annual Sales Executive Curriculum Review/Change..............154
Figure 3.19: Grading Keeping Training Materials Relevant..............155