Pharma Sales Force Effectiveness: Increasing Productivity Through Streamlined

Pharma Sales Force Effectiveness: Increasing Productivity Through Streamlined Internal Communication

Product Type: Market Research Report
Published by: Best Practices, LLC
Published: May 2007
Product Code: R3339-7

Description

Internal communication can make or break the productivity of a direct sales force. If properly used, email and voicemail can quickly disseminate educational, tactical and motivational information. However, when district managers and sales reps find their email and voicemail boxes filled with poorly prioritized or even unnecessary communication, personal productivity and work-life balance suffer. More than any other industry, sales reps and managers in the pharma industry often experience the highest levels of internal communication. Reps not only work in highly matrixed environments with internal and external copromote partners, they also have to stay abreast of regulatory changes and scientific developments for drugs in and out of the market. Although much of this communication is necessary, reps and managers also experience a significant level of “noise” as colleagues in the field or at corporate send communications that are poorly targeted, redundant or inappropriately timed.

Best Practices, LLC launched this research study exclusively for the pharmaceutical industry to help companies build more effective communication practices in the sales force.

Table of Contents

INTRODUCTION

UNDER-COMMUNICATED CONTENT

ANALYZING COMMUNICATION FLOWS FROM REGIONAL VS. HEADQUARTERS SOURCES

THE COST OF POOR COMMUNICATION

FILTERING, PRIORITIZING AND SYNTHESIZING FIELD COMMUNICATIONS

DISTRICT MANAGERS: THE “AIR TRAFFIC CONTROLLERS” WHO DIRECT FIELD COMMUNICATIONS IN A TEAM ENVIRONMENT

COMMUNICATION EFFECTIVENESS TECHNIQUES

BEST PRACTICE SHARING ETIQUETTE

REDIRECTING INFORMATION DELIVERY

HEADQUARTERS COORDINATION ROLE TO REDUCE REDUNDANCY

PLANNING AND COORDINATING INFORMATION DELIVERY AND REQUESTS

SOURCES OF COMMUNICATION IN THE FIELD

ALIGNING TECHNOLOGY, TRAINING AND MESSAGES FOR COMMUNICATIONS EFFECTIVENESS

EMAIL: MANAGING A POWERFUL TOOL THAT CAN STEAL TIME FROM FIELD ACTIVITIES

PHONE, VOICEMAIL, AND CONFERENCE CALLS: ORCHESTRATING EFFECTIVE VOICE COMMUNICATIONS

WEB, WEB ACCESS, AND WEBCASTING

APPENDICES

Ordering and More Information

Price and Delivery Options

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