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Pharma Sales Force Effectiveness: Increasing Productivity Through Streamlined Internal Communication
Best Practices LLC, March 2007, Pages: 60
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 co-promote 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.
We launched this research study exclusively for the pharmaceutical industry to help companies build more effective communication practices in the sales force.
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