Introduction
Executive Summary
- Research Approach
- Participating Companies
- Figure S.1-Participating Companies
- About the Benchmark Class
- Figure S.2-Sales Territories Represented
- Figure S.3-Therapeutic Areas Represented
- Figure S.4-Total Number of Products Supported
- Figure S.5-Number of Co-Promote Products Supported
- Sample Key Findings
Assessment of Internal Communications
- Introduction
- Figure 1.1-Hours Spent Managing Internal Communication
- Figure 1.2-Hours Spent on Unnecessary Communication
- Figure 1.3-Unnecessary Hours by Communication Type
- Figure 1.4-Over-Communicated Content
- Figure 1.5-Under-Communicated Content
- Analyzing Communication Flows from Regional vs. Headquarters Sources
- Figure 1.6-Average Weekly Rep Communications Volume: Region
- Figure 1.7-Region vs. HQ Breakdown of Communications to Reps
- Figure 1.8-Average Weekly DM Communications Volume: Region
- Figure 1.9-Region vs. HQ Breakdown of Communications to DM' s
- The Cost of Poor Communication.
- Figure 1.10-Annual Cost of Poor Communication
The Role of the District Manager
- Filtering, Prioritizing and Synthesizing Field Communications
- Figure 2.1-District Managers' Screening Role
- Figure 2.2-Breakdown of HQ Communications for DM' s by
- FYI vs. FYA
- Figure 2.3-Breakdown of Regional Communications to Reps
- By FYI vs. FYA
- Figure 2.4-Breakdown of Regional Communications to DMs
- By FYI vs. FYA
- District Managers: The "Air Traffic Controllers" Who Direct
- Field Communications in a Team Environment.
- Figure 2.5-Effective Communications Management Grid
- Communication Effectiveness Techniques
- Best Practice Sharing Etiquette
Training Reps to Communicate Effectively
- Overview
- Figure 3.1-Internal Communication Tracking
- Figure 3.2-Unnecessary Communication.
- Figure 3.3-Filtering/Prioritizing Internal Communication
- Figure 3.4-Making Email Messages more Concise and Effective
- Figure 3.5-Effective Tools for Communicating
- Figure 3.6-Message Prioritization.
How Corporate Can Make a Difference
- Overview
- Redirecting Information Delivery
- Figure 4.1-Volume of Direct Mail Communications to Reps
- Region vs. Headquarters.
- Figure 4.2-Volume of Direct Mail Communications to DMs
- Region vs. Headquarters.
- Headquarters Coordination Role to Reduce Redundancy
- Planning and Coordinating Information Delivery and Requests
Technological Support for Effective Communication
- Figure 5.1-Technology & Media Appropriate Uses
- Sources of Communication in the Field
- Figure 5.2-Communication Access in the Field
- Aligning Technology, Training & 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
- Figure A.1-Communication Frequency by Source
- Figure A.2-Misdirected Communication
- Figure A.3-Redundant Communication
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