Abstract
Cutting Edge Information developed this study 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.
Pharmaceutical Sales Training Groups: Building Better Sales Forces 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.
Companies Included in Report
- Bayer
- Connetics
- Daiichi-Sankyo
- Forest Labs
- Genzyme
- Gilead Sciences
- Orientare
- Pfizer
- Solvay
- UCB Pharma
- Wyeth
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