Overview

Companies

Metrics

Content

Purchase

EXECUTIVE SUMMARY
Figure E.1: Target Visit Frequency: Primary Care..............14
Figure E.2: Target Visit Frequency: Specialty/Hospital..............15
Figure E.3: Report Definitions..............18
Figure E.4: Number of Reps Calling on Physicians by Value: Primary Care..............21
Figure E.5: Number of Reps Calling on Physicians by Value: Specialty/Hospital..............21
Figure E.6: Average Cost per Primary Care Rep (2007)..............23
Figure E.7: Average Cost per Primary Care Rep (2005)..............23
Figure E.8: Average Cost per Specialty Rep (2007)..............24
Figure E.9: Average Cost per Specialty Rep (2005)..............25
Figure E.10: Bonus Compensation as a % of Total Pay: Average Primary Care Rep..............26
Figure E.11: Bonus Compensation as a % of Total Pay: Average Specialty/Hospital Rep..............27

INVESTMENT AND STRUCTURE
Budgeting and Financial Support
Figure 1.1: Primary Care Sales Force Resource Allocation (2007)..............33
Figure 1.2: Specialty/Hospital Sales Force Resource Allocation (2007)..............33
Figure 1.3: Average Cost per Primary Care Rep (2007)..............35
Figure 1.4: Average Cost per Primary Care Rep (2005)..............35
Figure 1.5: Average Cost per Specialty Rep (2007)..............36
Figure 1.6: Average Cost per Specialty Rep (2005)..............37
Figure 1.7: Cost per Detail Including Samples: Primary Care (2007)..............38
Figure 1.8: Cost per Detail Excluding Samples: Primary Care (2007)..............39
Figure 1.9: Cost per Detail Including Samples: Specialty/Hospital (2007)..............40
Figure 1.10: Cost per Detail Excluding Samples: Specialty/Hospital (2007)..............41
Figure 1.11: Cost per Detail (2005)..............41
Figure 1.12: Percentage of Companies Undergoing a Major Restructuring/Realignment
over the Past 12 Months..............44

Structure and Headcounts
Figure 1.13: Recent Sales Force Growth/Contraction (Past 12 Months)..............46
Figure 1.14: Planned Sales Force Growth/Contraction (Next 12 Months)..............46
Figure 1.15: Surveyed Companies’ Rep Headcounts..............47
Figure 1.16: Surveyed Companies’ Number of Sales Divisions..............48
Figure 1.17: Average Division Sizes..............49
Figure 1.18: Average Ratio of District Managers to Sales Reps (2007)..............51
Figure 1.19: Average Ratio of District Managers to Sales Reps (2005)..............51
Figure 1.20: Ideal Ratio of District Managers to Sales Reps (2007)..............52
Figure 1.21: Ideal Ratio of District Managers to Sales Reps (2005)..............52
Figure 1.22: Flex-Time Sales Forces..............54
Figure 1.23: Sales Organization 1..............55
Figure 1.24: Geographically Based Sales Organization..............57
Figure 1.25: Sales Division Organization..............58
Figure 1.26: Sales Organization 2..............59

Product Prioritization, Territory Alignment and Coordination
Figure 1.27: Drugs in the Bag: Primary Care..............64
Figure 1.28: Drugs in the Bag: Specialty/Hospital..............65
Figure 1.29: Product Portfolio Weighting..............66
Figure 1.30: Number of Reps Calling on Physicians by Value: Primary Care..............68
Figure 1.31: Number of Reps Calling on Physicians by Value: Specialty/Hospital..............68
Figure 1.32: Territory Alignment Review Process..............70
Figure 1.33: Territory Realignment Philosophies..............72

Sales Operations and Contract Sales
Figure 1.34: Percentage of Surveyed Companies Employing Contract
Sales Forces (2007)..............85
Figure 1.35: Percentage of Surveyed Companies Employing Contract
Sales Forces (2005)..............86
Figure 1.36: Contract Reps as a Percentage of the Total Sales Force (2007)..............87
Figure 1.37: Contract Reps as a Percentage of the Total Sales Force (2005)..............87
 

RECRUITING, HIRING, TRAINING AND SALES TEAM COMPENSATION
Training and Development
Figure 2.1: New Reps: Total First-Year Training Hours..............101
Figure 2.2: New-Rep Training Venues..............102
Figure 2.3: New-Rep Average Annual Training Hours by Venue..............102
Figure 2.4: New-Rep Training Topics: Breakdown of First-Year Curricula..............104
Figure 2.5: New-Rep Average Annual Training Hours by Topic..............104
Figure 2.6: Veteran Reps: Total Annual Training Hours..............106
Figure 2.7: Veteran Rep Training Venues..............107
Figure 2.8: Veteran Rep Average Annual Training Hours by Venue..............107
Figure 2.9: Veteran Rep Training Topics: Breakdown of First-Year Curricula..............108
Figure 2.10: Veteran Rep Average Annual Training Hours by Topic..............109
Figure 2.11: New DMs: Total First-Year Training Hours..............111
Figure 2.12: New-DM Training Venues..............112
Figure 2.13: New-DM Average Annual Training Hours by Venue..............112
Figure 2.14: New DM Training Topics: Breakdown of First-Year Curricula..............113
Figure 2.15: New-DM Average Annual Training Hours by Topic..............114
Figure 2.16: Veteran DMs: Annual Training Hours..............115
Figure 2.17: Veteran DM Training Venues..............116
Figure 2.18: Veteran DM Average Annual Training Hours by Venue..............116
Figure 2.19: Veteran DM Training Topics: Breakdown of Annual Curricula..............117
Figure 2.20: Veteran DM Average Annual Training Hours by Topic..............118
Figure 2.21: Compensation Structure..............119

Sales Compensation and Reward Programs
Figure 2.22: Factors Affecting Rep Compensation..............121
Figure 2.23: Sales Process Timeline for Performance Measurement..............125
Figure 2.24: Tiered Incentive Program..............127
Figure 2.25: New Hire Primary Care Rep Compensation..............130
Figure 2.26: Average Primary Care Rep Compensation..............131
Figure 2.27: High-Performing Primary Care Rep Compensation..............131
Figure 2.28: Bonus Compensation as a % of Total Pay: Average Primary Care Rep..............132
Figure 2.29: New Hire Specialty/Hospital Rep Compensation..............133
Figure 2.30: Average Specialty/Hospital Rep Compensation..............134
Figure 2.31: High-Performing Specialty/Hospital Rep Compensation..............135
Figure 2.32: Bonus Compensation as a % of Total Pay: Average Specialty/Hospital Rep..............136
Figure 2.33: New Hire Primary Care District Manager Compensation..............137
Figure 2.34: Average Primary Care District Manager Compensation..............138
Figure 2.35: High-Performing Primary Care District Manager Compensation..............138
Figure 2.36: Bonus Compensation as a % of Total Pay: Average Primary Care
District Manager..............139
Figure 2.37: New Hire Specialty/Hospital District Manager Compensation..............140
Figure 2.38: Average Specialty/Hospital District Manager Compensation..............141
Figure 2.39: High-Performing Specialty/Hospital District Manager Compensation..............141
Figure 2.40: Bonus Compensation as a % of Total Pay: Average Specialty/Hospital
District Manager..............142
Figure 2.41: New Hire Primary Care Regional Manager Compensation..............143
Figure 2.42: Average Primary Care Regional Manager Compensation..............144
Figure 2.43: High-Performing Primary Care Regional Manager Compensation..............145
Figure 2.44: Bonus Compensation as a % of Total Pay: Average Primary Care
Regional Manager..............145
Figure 2.45: New Hire Specialty/Hospital Regional Manager Compensation..............146
Figure 2.46: Average Specialty/Hospital Regional Manager Compensation..............147
Figure 2.47: High-Performing Specialty/Hospital Regional Manager Compensation..............147
Figure 2.48: Bonus Compensation as a % of Total Pay: Average Specialty/Hospital Regional Manager..............148
 

IN-FIELD STRATEGIES
Figure 3.1: Impediments to Physician Access..............152
Figure 3.2: Primary Care Rep Time Allocation..............154

Rep Activities
Figure 3.3: Specialty/Hospital Rep Time Allocation..............155
Figure 3.4: Average Daily Visits Attempted by Primary Care Reps..............156
Figure 3.5: Average Daily Visits Attempted by Specialty/Hospital Reps..............157

Segmenting and Targeting
Figure 3.6: Target Visit Frequency: Primary Care..............161
Figure 3.7: Target Visit Frequency: Specialty/Hospital..............161

Overcoming Reduced Physician Access
Figure 3.8: Percentage of the Time Reps Detail Physicians: Primary Care..............166
Figure 3.9: Percentage of the Time Reps Detail Physicians: Specialty/Hospital..............166
Figure 3.10: Number of Reps Calling on Physicians by Value: Primary Care..............168
Figure 3.11: Number of Reps Calling on Physicians by Value: Specialty/Hospital..............168
Figure 3.12: Average Minutes Reps Get with Targets: Primary Care..............175

Optimizing Time Earned with Physicians
Figure 3.13: Average Minutes Reps Get with Targets: Specialty/Hospital..............176
Figure 3.15: The Physician-Patient-Rep Triangle..............179
Figure 3.16: Total Office Calls – Finding Key Influencers..............181
Figure 3.17: Sales Force Listening Posts..............182