Pharmaceutical Sales Management

Sharpening Customer-Centric Strategies to Restore to Access and Strengthen

Pharmaceutical Sales Management


To maintain physician access and adapt to the evolving healthcare marketplace, sales teams adopt new tactics and adjust to shifting resource levels. Use this report to explore analysis of the current pharmaceutical sales management landscape and explore metrics focused on sales investment, field activity, staffing, compensation and more. Learn what executives look for in potential reps, and see how they utilize eDetailing to supplement traditional detailing efforts. Implement customer-centric commercial strategies to overcome access challenges, and employ key account managers to open communication channels with a universe of new healthcare decision makers.

  • Description
  • Additional information


Benchmarking data focuses on clinical, marketing and payer ad boards across company sizes, markets, and meeting levels. Compare ad board cost drivers and examine outsourcing patterns, along with preferred education and backgrounds for ad board participants, and get practical advice from industry leaders.

Pharmaceutical Sales Management: Sharpening Customer-Centric Strategies to Restore Access and Strenghten Relationships

  • Publication Date: Febuary 2013
  • Pages: 181
  • Chapters: 4
  • Metrics: 500+
  • Charts/Graphics: 181

Data have also been split by sales force type:

  • Primary Care
  • Specialty
  • Hospital

Data has also been split by company size:

  • Top 10
  • Top 25
  • Top 50
  • Outside the Top 50

Data has also been split by geography:

  • US
  • Europe

Benchmarks show companies communication preferences with phsicians, eDetailing preferences and investment levels, rep time allocation and investment levels for customer relationship managment (CRM) systmes and customer-centric approaches.

Report Features

Although many medical offices are increasingly restricting rep time, some sales forces have rolled out tactics to adjust their visit frequency accordingly, in turn increasing access. Online tools also provide some benefits to increasing physician access, provided reps do not rely too heavily on them. The report details sales rep time allocation metrics for managers to measure performance against. Finally, this report will show sales teams how eDetailing can open communication with physicians that companies may have otherwise missed. The report showcases data for primary care, specialty and hospital sales forces, emphasizing that sales groups must receive the necessary budgets that allow them to push revenue higher.

Reason To Buy

Frequently, a pharmaceutical sales organization’s marching orders are to balance resources and control costs. This report not only provides detailed cost-per-rep and cost-per-detail benchmarks, but also guidance for keeping spending down. Learn how drug companies that have adopted the customer-centric model coordinate more effectively with hospital stakeholders, including medical directors and executives, nurses and supply reps. Finally, the report details best practices for increasing and improving relationships with customers.

Target Audience

The report will be useful for executives of all levels in charge of sales, commercial and multi-channel marketing. These findings will help guide teams looking to restructure or improve their sales forces.

Chapter Example

The healthcare marketplace has changed as a result of regulations and technological advancement, and so have healthcare providers’ needs and position. Pharmaceutical companies, in turn, have had to evolve their organizational structure and strategy to meet this new environment. Sales teams, in particular, have needed a new approach as their staffing numbers have decreased and physicians are closing their doors to pharma or leaving primary care.

Shrinking numbers of sales reps have also caused companies to rethink their hiring practices. Today, companies place more value on candidates’ entrepreneurial qualities than on the slick and tenacious rep of the past. These more business oriented reps can leverage full-service packages alongside products. Additionally, they use customer relationship management (CRM) tools to their full advantage. Tools such as closed-loop marketing and physician feedback have helped launch some pharma companies into a new age where the product itself is secondary to improved patient outcomes.