Sales Force Effectiveness: Benchmarking the Resources and Structure Required to Service the U.S. Hospital Marketplace

Table of Contents

INTRODUCTION

• Study Overview: Summary of project objective and key research components

DEFINITIONS

• Key Terms Employed in the Research
• Hospital Market Segments
• Hospital Key Decision Makers/Influencers
• Hospital Sales Force Alignment
• Hospital Sales Force Structure

KEY FINDINGS

• Key Insights and Findings that Emerge from the Benchmark Research & Analysis
• ABOUT THE BENCHMARK CLASS
• Participating Companies
• Participant Profiles
• Hospital Market Segments Serviced
• Hospital Sales Force Staffing

TARGETING KEY DECISION MAKERS AND INFLUENCERS

• IDN Key Decision Makers/Influencers
• Local Hospital Key Decision Makers/Influencers
• Hospital Health Care Professional (HHCP) Key Decision Makers/Influencers

HOSPITAL SALES FORCE STRUCTURE, ALIGNMENT, AND SUPPORT

• Community Hospital
• Regional IDN/IDS
• Academic Medical Centers
• VA Hospitals
• Consolidated Views: Hospital Sales Force Structure, Alignment and Support

HOSPITAL SALES FORCE TRAINING

• Segments Targeted for Sales Force Training
• Training Topics

GPO FOCUS

• GPO Targeting
• GPO Staffing

LESSONS LEARNED

• Comments from the Field