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Hospital and Specialty Sales
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Complete this survey and you will receive a slide presentation of findings upon completion of the study.
We understand that you may only have knowledge about one of these two sales force types (either specialty or hospital). If this is the case, please address those questions for which you have knowledge - leave the other set of questions blank.
If you have any questions while completing this survey, please call David Richardson at 919-433-0216.
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Your Information (This will remain confidential)
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For each of these questions, please provide information for groups with which you are familiar.
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Specialty and Hospital Sales Force Staffing
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Past Staffing Adjustments
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Q1a
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In the last 12 to 24 months, has your company expanded or contracted specialty sales forces' headcounts?
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By how much? (in terms of percentage)
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Q1b
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In the last 12 to 24 months, has your company expanded or contracted hospital sales forces' headcounts?
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By how much? (in terms of percentage)
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Future Staffing Adjustments
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Q2a
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Over the next 12 to 24 months, to what degree does your company plan to expand or contract specialty sales forces' headcounts?
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By how much? (in terms of percentage)
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Q2b
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Over the next 12 to 24 months, to what degree does your company plan to expand or contract hospital sales forces' headcounts?
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By how much? (in terms of percentage)
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Q3
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Over the last 24 months, has your specialty sales force undergone a major realignment outside of increasing or decreasing specialty sales force headcounts?
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Q4
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Over the last 24 months, has your hospital sales force undergone a major realignment outside of increasing or decreasing specialty sales force headcounts?
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Staffing Ratios: Sales Reps to District Managers
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Q5
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What is your company's average rep-to-district manager ratio within your specialty and hospital sales divisions?
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Q6
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12 to 24 months ago, what was your company's average rep-to-district manager ratio in your specialty and hospital sales divisions?
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Q7
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What is your company's ideal rep-to-district manager ratio in your specialty and hospital sales divisions?
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Staffing Ratios: District Managers to Regional Managers
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Q8
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What is your company's average district manager-to-regional manager ratio within your specialty and hospital sales divisions?
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Q9
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12 to 24 months ago, what was your company's average district manager-to-regional manager ratio in your specialty and hospital sales divisions?
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Q10
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What is your company's ideal district manager-to-regional manager ratio in your specialty and hospital sales divisions?
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| Specialty and Hospital Sales Force Staffing |
| Q11 | For the country in which you operate, what is your company's total annual investment in these sales forces' operations? |
| | Total investment in specialty sales forces | |
| | Total investment in hospital sales forces | |
| Q12 | Approximately how many total sales reps do the above investments cover? |
| Q13 | Based on the figures provided in Q11, what percentage of the overall sales budgets is invested annually in each of the following categories. If some of the items do not fall under sales teams' budgets, please answer 0%. The total for each category, if answered, should equal 100%. |
| | | | | | | | | | | | | | | | | | | | | | | | | | | | | | | | | | | | | | | | | (cars, other personal transportation, travel to meetings/conferences/, etc) | | | | | | | (laptops, wireless database access, e-detailing, PDAs, etc) | | | | | | | (sales force allocation only -- not marketing/brand team) | | | | | | | (sales force allocation only -- not marketing/brand team) | | | | | | | | | | | | | | | | | | | | | | | | | |
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Q14
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What is your best estimate of your company's cost per detail, including samples?
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Q15
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What is your best estimate of your company's cost per detail, excluding samples?
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Q16
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What is your best estimate of your company's annual cost per sales rep (including all the activities from question 13)?
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Q17
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Please provide the average percentage of time that your typical hospital sales reps spend on the following activities (percentages should add up to 100%):
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Detailing physician targets: face to Face
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Detailing physician targets: eDetailing
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Detailing Medical Directors
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Detailing hospital pharmacists
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Working with hospital administration on formulary access
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Waiting on doctors in waiting rooms
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Traveling between appointments
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Conducting sponsored sales events outside of doctors' offices
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Planning/Strategizing/Routing
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In meetings (with managers, partner reps)
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Other administrative tasks (entering notes, writing emails, etc.)
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Q18
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Please provide the average percentage of their time that your typical specialty sales reps spend on the following activities (percentages should add up to 100%):
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Detailing Physician Targets: Face to Face
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Detailing Physician Targets: eDetailing
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Waiting on doctors in waiting rooms
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Traveling between appointments
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Conducting sponsored sales events outside of doctors' offices
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Planning/Strategizing/Routing
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In meetings (with managers, partner reps)
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Other administrative tasks (entering notes, writing emails, etc.)
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| Q19 | On average, how many different reps call on an individual doctor at each prescriber level: |
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| Q20 | 12 to 24 months ago, how many different reps call on an individual doctor at each prescriber level: |
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Q21
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On average, how many targets does a rep visit each day?
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Q22
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On average, during what percentage of visits do your reps actually get to detail targets face-to-face?
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Q23
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What is the average amount of time that your reps get with their targets, in minutes?
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Q24
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Over the last 12 to 24 months, how has the number of daily visits attempted changed?
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| Q25 | In a given month, how often does an average rep call on these prescriber levels? |
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| | Please think of the sales division or divisions that best represent your company. Please answer the questions below regarding this representative group. |
| Q26 | On average, how many products is a typical sales rep responsible for? |
| Q27 | 12 to 24 months ago, on average, how many products was a typical sales rep responsible for? |
| Q28 | Please indicate the total annual compensation levels for the following sales rep levels: |
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| Q29 | Please indicate the total annual compensation levels for the following district manager levels: |
| | Newly Hired District Manager: |
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| | Average District Manager: |
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| | High Performing District Manager: |
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| Q30 | Please indicate the total annual compensation levels for the following regional manager levels: |
| | Newly Hired Regional Manager: |
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| | Average Regional Manager: |
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| | High Performing Regional Manager: |
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Q31
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What is the training cost for a new sales rep in the first year?
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Q32
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How much is spent training a veteran sales rep annually?
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Q33
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About how many hours of training does a newly hired rep receive in the first year on the job?
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Q34
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What is your company's annual investment in eDetailing activities?
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Q35
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What percentage of this budget is for specialty/hospital sales forces?
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Q36
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Approximately how many sales reps does this investment cover?
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Q37
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What percentage of this budget is outsourced for specialty/hospital sales forces?
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Q38
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Of the total budget for eDetailing, what percentage is allocated to each type of eDetailing?
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One-on-one live eDetails (Doctors are guided through a presentation on a computer via online or telephone-based interaction with a sales rep)
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Group live eDetails (Many doctors attend a single online presentation)
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Self-Guided eDetails (Doctors guide themselves through prepared presentations on websites or on preloaded CDs)
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Q39
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Of the total number of eDetails delivered by your company annually, what percentage of the eDetails are:
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One-on-one live eDetails (Doctors are guided through a presentation on a computer via online or telephone-based interaction with a sales rep)
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Group live eDetails (Many doctors attend a single online presentation)
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Self-Guided eDetails (Doctors guide themselves through prepared presentations on websites or on preloaded CDs)
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Q40
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Of the self-guided eDetails done annually, what percentages are:
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Delivered via preloaded CDs
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Delivered via company-run websites
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Delivered via vendor-run websites
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Delivered via other means
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Q41
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Q42
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Individually rank the impact of each kind of eDetailing approach on prescribing behavior on a scale from 1 to 10 (with 10 being Extremely Effective and 1 being Not at all Effective):
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Q43
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Q44
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Q45
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Q46
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When are eDetailing campaigns most effective? (Choose one)
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Q47
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Which levels of prescribers do you target with eDetailing? (Check all that apply)
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Q48
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