Providing market research reports, industry analysis, company profiles and country reports for strategic planning, competitive intelligence, marketing and business research.
Search for Market Research Reports:    

Pharma Sales Force Effectiveness: Increasing Productivity Through Streamlined Internal Communication

Published by: Best Practices, LLC

Published: May. 1, 2007 - 60 Pages


Table of Contents


INTRODUCTION

UNDER-COMMUNICATED CONTENT

ANALYZING COMMUNICATION FLOWS FROM REGIONAL VS. HEADQUARTERS SOURCES

THE COST OF POOR COMMUNICATION

FILTERING, PRIORITIZING AND SYNTHESIZING FIELD COMMUNICATIONS

DISTRICT MANAGERS: THE “AIR TRAFFIC CONTROLLERS” WHO DIRECT FIELD COMMUNICATIONS IN A TEAM ENVIRONMENT

COMMUNICATION EFFECTIVENESS TECHNIQUES

BEST PRACTICE SHARING ETIQUETTE

REDIRECTING INFORMATION DELIVERY

HEADQUARTERS COORDINATION ROLE TO REDUCE REDUNDANCY

PLANNING AND COORDINATING INFORMATION DELIVERY AND REQUESTS

SOURCES OF COMMUNICATION IN THE FIELD

ALIGNING TECHNOLOGY, TRAINING AND 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

Abstract

Internal communication can make or break the productivity of a direct sales force. If properly used, email and voicemail can quickly disseminate educational, tactical and motivational information. However, when district managers and sales reps find their email and voicemail boxes filled with poorly prioritized or even unnecessary communication, personal productivity and work-life balance suffer. More than any other industry, sales reps and managers in the pharma industry often experience the highest levels of internal communication. Reps not only work in highly matrixed environments with internal and external copromote partners, they also have to stay abreast of regulatory changes and scientific developments for drugs in and out of the market. Although much of this communication is necessary, reps and managers also experience a significant level of “noise” as colleagues in the field or at corporate send communications that are poorly targeted, redundant or inappropriately timed.

Best Practices, LLC launched this research study exclusively for the pharmaceutical industry to help companies build more effective communication practices in the sales force.

Get Full Details About This Report >>
US: 800.298.5699
Int'l: +1.240.747.3093
Buy this Report

Price and Delivery Options
See related reports or call the number above for help from a research specialist.


 

About MarketResearch.com
MarketResearch.com is an online aggregator selling over 160,000 market research reports, company profiles and country profiles from over 600 research firms. Our reports will provide you with the critical business and competitive intelligence you need for strategic planning and marketing research. Coverage includes the US, UK, Europe, Asia and global markets.

 

© MarketResearch.com 2008