Coordinating People, Resources and Activities for Sales Team Effectiveness

Industries Profiled:
Pharmaceutical; Biotech; Health Care


Companies Profiled:
AstraZeneca; Sanofi-aventis; Pfizer; Novartis; Merck; GlaxoSmithKline; Janssen; Bristol-Myers Squibb

Study Snapshot

With large and complex sales organizations striving for growth in highly competitive markets, pharmaceutical companies must ensure that their sales teams coordinate activities in the most efficient manner possible. Aligning broad strategy with a multitude of sales activities and operational processes is critical for success. Companies that manage world-class coordination of people, resources and activities enjoy superior sales team effectiveness.

This 95-slide PowerPoint presentation identifies and profiles critical areas of sales team coordination and improvement. These include:

• team-based sales messages
• sample management
• sales team scheduling and routes
• communication

• program management
• coordination in mirrored sales forces

• 17 Information Graphics
• 27 Manager and Sales Rep Narratives
• 28 Improvement Opportunity Prioritization Matrices

• Develop team-based strategies to strengthen and enhance coordination among sales force and customer targets.

• Pharmaceutical Sales Benchmark Class
• Coordinating Activities to Maximize Sales Potential

• Program Management Integration
• Cornerstones of Effective Programs
• Coordinating Team Activities to Enhance Program Effectiveness
• Align Customer Relationship Objectives & Program Design
• Align Customer Relationship Objectives and Program Type
• Gain Access with Programs
• Align Program Type with Access Type
• Extending Access & Resources
• Selecting Effective Speakers
• Coaching Speakers to Enhance Program Effectiveness
• Program Coordination & Communication
• Winning Audience Attendance
• Improving Attendance
• Optimizing Program Value and Administration

• Communicating the Partnership
• Information Sharing
• Personalizing the Message
• Creating a Unique Message
• Role-Playing for Improvement
• Message Tailoring
• Message Coaching

• Territory Strategy Coordination
• Strategy Coordination
• Strategy Deployment & Teamwork
• Strategy Updates
• Coordinating Sales Force Brand Names
• Customer Coordination
• Seeking Formulary Approval

• Sample Management Integration
• Sample Allocation Process
• Sample Drop Coordination
• Sample Distribution Strategies
• Team-based Sample Distribution Strategies
• Sample Coordination & Communication

• Scheduling and Routing: Shared Responsibilities
• Coordinate Activities - Schedule Coordination

• Frequent Communication
• Program Management Improvement Opportunities
• Coordination Improvement Opportunities in Mirrored Sales Forces