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Pharmaceutical Sales Training Groups: Building Better Sales Forces
Cutting Edge Information, Oct 2006, Pages: 155
This study was developed to research pharmaceutical companies’ sales training departments and programs. The report examines sales training department structures, leadership, spending and improvement strategies, along with individual sales department training programs.
Pharmaceutical Sales Training Groups: Building Better Sales Forces examines the inner workings of real pharmaceutical companies’ sales training groups and what makes them successful. From per rep spending to leadership structures, and training hours to essential training topics for several key positions, the report details the strategies and processes of some of the industry’s top companies.
It analyzes training metrics and strategies from some of the industry’s top companies to provide all the steps necessary to build stronger, more powerful training groups. The report makes its case with training metrics and techniques in three chapters:
Chapter 1: Spending, Structures and Headcount Ratios, and Trainer Time Allotment – this chapter examines training department reporting structures, resources, resource allocation and how trainers distribute their time.
Chapter 2: Position by Position Training Guide: Hours, Venues and Key Topics – As the title suggests, this chapter examines the amount of hours new and veteran sales reps and new and veteran district managers spend in training. It further breaks these hours down by venue and training topic.
Chapter 3: Improving the Sales Training Function – This chapter looks at how companies are currently improving and upgrading their sales training groups. From training trainers to measuring and demonstrating ROI to winning upper management support, the chapter examines what top pharma training departments are doing to become the best.
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