RESEARCH TRIANGLE PARK, NC--(Marketwire - December 19, 2007) - Even as companies reduce their
mirrored sales forces, the growth in per-rep expenditures is far outpacing
inflation, according to a study by pharmaceutical business intelligence
leader Cutting Edge Information. The report, "Pharmaceutical Sales
Management 2008," shows that the trend of increasing costs is seen in both
general practice and hospital/specialty reps
(
http://www.PharmaSalesManagement.com).
Surveyed companies indicated that they increased their per-rep expenditures
by 34% for primary care reps and 12% for specialty and hospital reps since
2005. "Excessive mirroring has resulted in many doctors closing doors to
reps and the sales forces are beginning to respond to this pressure in the
only way they can -- which is reducing the number of reps calling on each
doctor," says David Richardson, a senior analyst at Cutting Edge
Information. "Expenses, however, are not following this reduction, as many
sales forces are not cutting reps as they reduce mirroring."
Instead, the rep-to-doctor ratio is being decreased, with many companies
going as far as a 1-to-1 relationship for all tiers of doctors. Reps are
gaining higher levels of access as a result, which is offsetting the calls
lost due to reduced mirroring. The stronger bonds between doctors and reps
also increase the effectiveness of the calls.
The report, "Pharmaceutical Sales Management 2008," examines pharmaceutical
companies' sales investment, structure, strategies, and field tactics.
Compiled from interviews and surveys with sales leaders at top-performing
pharmaceutical companies, the report allows drug companies to compare and
improve their own sales strategies.
Key metrics in the new pharmaceutical sales report include figures for the
following areas:
-- Budgeting and Financial Support
-- Structure and Headcounts
-- Product Prioritization, Territory Alignment and Coordination
-- Sales Operations and Contract Sales
-- Training and Development
-- Sales Compensation and Reward Programs
-- Rep Activities
-- Segmenting and Targeting
-- Overcoming Reduced Physician Access
-- Optimizing Time Earned with Physicians
To download a free, online summary of this report, visit
http://www.cuttingedgeinfo.com/pharmasalesmanagement/PH103_Download.asp#body
Contact Information: CONTACT INFORMATON:
David Richardson
919-433-0216