SOURCE: Cutting Edge Information

August 15, 2007 07:22 ET

New Research Analyzes Pharmaceutical Sales Departments' Spending, Structures and Strategies for 2008

RESEARCH TRIANGLE PARK, NC--(Marketwire - August 15, 2007) - Pharmaceutical business intelligence leader Cutting Edge Information announces the launch of its new 185-page benchmarking report, "Pharmaceutical Sales Management 2008," available for immediate download at: www.PharmaSalesManagement.com.

The report examines pharmaceutical companies' sales investment, structure, strategies, and field tactics. Compiled from interviews and surveys with sales leaders at top performing pharmaceutical companies, the report allows drug companies to compare and improve their own sales strategies.

The 185-page report makes its case with 250+ metrics and numerous techniques for managing these three aspects of the current sales landscape:

--  Investment, Structure and Management -- Up-to-date investment levels,
    restructuring strategies, and territory management of major pharma sales
    forces
    
--  Recruiting, Hiring, Training, and Sales Team Compensation -- Building
    and maintaining forces to meet the new challenges and rapid changes of
    today
    
--  In-Field Strategies -- Maneuvers designed to strengthen sales reps' in-
    field performance
    

Participating companies in this study include big-name companies including: Abbott Labs, Allergan, Astrazenca, Bayer, Boehringer-Ingelheim, Daiichi Sankyo, Eli Lilly, GlaxoSmithKline, Merck, Novartis, PDI, Pfizer, P&G, Sanofi-Aventis, Schering-Plough, Takeda and Wyeth.

"The landscape has changed a great deal since the last time we published a pharmaceutical sales management report," says David Richardson, Senior Analyst for Cutting Edge Information. "In response to many doctors' negative reactions to reps overcrowding their waiting rooms, a few industry leaders have now taken the step of restructuring their sales forces to reduce mirroring and once again establish more personal relationships with their targets."

Key metrics in the new pharmaceutical sales report include figures for the following areas:

--  Budgeting and Financial Support
--  Structure and Headcounts
--  Product Prioritization, Territory Alignment and Coordination
--  Sales Operations and Contract Sales
--  Training and Development
--  Sales Compensation and Reward Programs
--  Rep Activities
--  Segmenting and Targeting
--  Overcoming Reduced Physician Access
--  Optimizing Time Earned with Physicians
    

To download a free, online summary of this report, visit http://www.cuttingedgeinfo.com/pharmasalesmanagement/PH103_Download.asp#body.

Contact Information

  • CONTACT INFORMATON:

    For more information or to learn about other Cutting Edge Information
    research, contact:
    David Richardson
    Email Contact
    919-433-0216

    For media inquiries, contact:
    Stephanie Swanson
    Marketing Team Leader
    Email Contact
    919-433-0212