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市場調查報告書

製藥企業對藥品銷售人員的訓練

Pharmaceutical Sales Training Groups - Building Better Sales Forces

出版商	Cutting Edge Information
出版日期	2006年10月	商品編碼	46279
內容資訊	英文 155 Pages, 250+ Metrics, 125+ Charts and Diagrams
價格	本報告書已不再販售

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本報告已在2011年12月09日停止出版。

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

EXECUTIVE SUMMARY

Figure E.1: Annual Sales Training Spend per Rep in the Sales Force
Figure E.2: Sales Training Budget Resource Allocation
Figure E.3: Annual Hours of Training Given to Trainers
Figure E.4: New Reps: Total First-Year Training Hours

SPENDING, STRUCTURES & HEADCOUNT RATIOS, & TRAINER TIME ALLOTMENT

Figure 1.1: Annual Sales Training Spend per Rep in the Sales Force

Sales Training Department Spending and Resource Allocation

Figure 1.2: Sales Training Budget Resource Allocation
Figure 1.3: Internal Staff Compensation as a Percentage of Overall Sales Training Budget
Figure 1.4: Average Compensation Levels of Training Staff
Figure 1.5: Instructional Development as a Percentage of Overall Sales Training Budget
Figure 1.6: Training Delivery as a Percentage of Overall Sales Training Budget
Figure 1.7: Travel and Lodging as a Percentage of Overall Sales Training Budget
Figure 1.8: Internal Team Improvement Initiatives as a Percentage of Overall Sales Training Budget
Figure 1.9: Other Overhead Expenses as a Percentage of Overall Sales Training Budget
Figure 1.10: Percentage of the Overall Sales Training Budget Spent on Outsourced Activities
Figure 1.11: Percentage of New Sales Rep Training Curriculum Developed Externally
Figure 1.12: Percentage of Veteran Sales Rep Training Curriculum Developed Externally
Figure 1.13: Percentage of New District Manager Training Curriculum Developed Externally
Figure 1.14: Percentage of Veteran District Manager Training Curriculum Developed Externally
Figure 1.15: Percentage of Sales Executive Training Curriculum Developed Externally

Structures and Headcount Ratios

Figure 1.16: Large Pharma Centralized Training Department Structures
Figure 1.17: Small Pharma Centralized Training Department Structures
Figure 1.18: Large Pharma Decentralized Training Department Structures
- Table 1.1: Level of Executive Leading the Sales Training Department
- Table 1.2: Sales Training Department Reporting Line
Figure 1.19: Number of Primary Care Sales Reps per Trainer
Figure 1.20: Number of Specialty Reps to Specialty Rep Trainer
Figure 1.21: Average Length of Time Trainers Stay in the Position
Figure 1.22: Trainers Average Time Allotment

Trainer Time Allotment

Figure 1.23: Time Allotment for Training/Instructing
Figure 1.24: Time Allotment for Instructional Design
Figure 1.25: Time Allotment for SelfImprovement Activities
Figure 1.26: Time Allotment for Traveling
Figure 1.27: Time Allotment for Administrative Work
Figure 1.28: Time Allotment for Other Activities

POSITION BY POSITION TRAINING GUIDE: HOURS, VENUES AND KEY TOPICS

New Sales Reps: First-Year Training

Figure 2.1: New Reps: Total First-Year Training Hours
Figure 2.2: New Rep Training Venues
Figure 2.3: New Rep Average Annual Training Hours by Venue
Figure 2.4: New Reps: Percentage of First-Year Training Spent in Classroom
Figure 2.5: New Reps: Percentage of First-Year Training Spent in SelfStudy
Figure 2.6: New Reps: Percentage of First-Year Training Spent in the Field
Figure 2.7: New Reps: Percentage of First-Year Training Spent on WebBased Material
Figure 2.8: New Rep Training Topics: Breakdown of First-Year Curricula
Figure 2.9: New Rep Average Annual Training Hours by Topic
Figure 2.10: New Rep Training Curricula: Product Knowledge
Figure 2.11: New Rep Training Curricula: Selling Skills
Figure 2.12: New Rep Training Curricula: Compliance
Figure 2.13: New Rep Training Curricula: Technology
Figure 2.14: New Rep Training Curricula: Time Management
Figure 2.15: New Rep Training Curricula: Communication
Figure 2.16: New Rep Training Curricula: Business Acumen

Veteran Sales Reps

Figure 2.17: Veteran Reps: Total Annual Training Hours
Figure 2.18: Veteran Rep Training Venues
Figure 2.19: Veteran Rep Average Annual Training Hours by Venue
Figure 2.20: Veteran Reps: Percentage of Annual Training Spent in Classroom
Figure 2.21: Veteran Reps: Percentage of Annual Training Spent in SelfStudy
Figure 2.22: Veteran Reps: Percentage of Annual Training Spent in the Field
Figure 2.23: Veteran Reps: Percentage of Annual Training Spent on WebBased Material
Figure 2.24: Veteran Rep Training Topics: Breakdown of First-Year Curricula
Figure 2.25: Veteran Rep Average Annual Training Hours by Topic
Figure 2.26: Veteran Rep Training Curricula: Product Knowledge
Figure 2.27: Veteran Rep Training Curricula: Selling Skills
Figure 2.28: Veteran Rep Training Curricula: Compliance
Figure 2.29: Veteran Rep Training Curricula: Technology
Figure 2.30: Veteran Rep Training Curricula: Time Management
Figure 2.31: Veteran Rep Training Curricula: Communication
Figure 2.32: Veteran Rep Training Curricula: Business Acumen

New District Managers

Figure 2.33: New DMs: Total First-Year Training Hours
Figure 2.34: New DM Training Venues
Figure 2.35: New DM Average Annual Training Hours by Venue
Figure 2.36: New DMs: Percentage of First-Year Training Spent in Classroom
Figure 2.37: New DMs: Percentage of First-Year Training Spent in SelfStudy
Figure 2.38: New DMs: Percentage of First-Year Training Spent in the Field
Figure 2.39: New DMs: Percentage of First-Year Training Spent on WebBased Material
Figure 2.40: New DM Training Topics: Breakdown of First-Year Curricula
Figure 2.41: New DM Average Annual Training Hours by Topic
Figure 2.42: New DM Training Curricula: Coaching
Figure 2.43: New DM Training Curricula: Leadership
Figure 2.44: New DM Training Curricula: Hiring
Figure 2.45: New DM Training Curricula: Compliance
Figure 2.46: New DM Training Curricula: Time Management
Figure 2.47: New DM Training Curricula: Communication
Figure 2.48: New DM Training Curricula: Business Acumen
Figure 2.49: New DM Training Curricula: Performance Management
Figure 2.50: New DM Training Curricula: Team Building
Figure 2.51: New DM Training Curricula: Strategic Thinking
Figure 2.52: New DM Training Curricula: HR Skills
Figure 2.53: New DM Training Curricula: Technology
Figure 2.54: New DM Training Curricula: Other Training

Veteran District Managers

Figure 2.55: Veteran DMs: Annual Training Hours
Figure 2.56: Veteran DM Training Venues
Figure 2.57: Veteran DM Average Annual Training Hours by Venue
Figure 2.58: Veteran DMs: Percentage of Annual Training Spent in Classroom
Figure 2.59: Veteran DMs: Percentage of Annual Training Spent in SelfStudy
Figure 2.60: Veteran DMs: Percentage of Annual Training Spent in the Field
Figure 2.61: Veteran DMs: Percentage of Annual Training Spent on WebBased Material
Figure 2.62: Veteran DM Training Topics: Breakdown of Annual Curricula
Figure 2.63: Veteran DM Average Annual Training Hours by Topic
Figure 2.64: Veteran DM Training Curricula: Coaching
Figure 2.65: Veteran DM Training Curricula: Leadership
Figure 2.66: Veteran DM Training Curricula: Hiring
Figure 2.67: Veteran DM Training Curricula: Compliance
Figure 2.68: Veteran DM Training Curricula: Time Management
Figure 2.69: Veteran DM Training Curricula: Communication
Figure 2.70: Veteran DM Training Curricula: Business Acumen
Figure 2.71: Veteran DM Training Curricula: Performance Management
Figure 2.72: Veteran DM Training Curricula: Team Building
Figure 2.73: Veteran DM Training Curricula: Strategic Thinking
Figure 2.74: Veteran DM Training Curricula: HR Skills
Figure 2.75: Veteran DM Training Curricula: Technology
Figure 2.76: Veteran DM Training Curricula: Other Training

IMPROVING THE SALES TRAINING FUNCTION

Figure 3.1: Self-Grading of the Sales Training Department
Figure 3.2: Grading the Top Sales Training Challenges

Choosing and Developing Trainers

Figure 3.3: Grading Key Trainer Qualities
Figure 3.4: Grading Sales Experience/Success as a Key Sales Trainer Quality
Figure 3.5: Grading Engaging Personality as a Key Sales Trainer Quality
Figure 3.6: Grading Educational Background as a Key Sales Trainer Quality
Figure 3.7: Grading Creativity as a Key Sales Trainer Quality
Figure 3.8: Grading Technological Savvy as a Key Sales Trainer Quality
Figure 3.9: Average Years of Selling Experience of Trainers
Figure 3.10: Annual Hours of Training Given to Trainers
Figure 3.11: Grading Demonstrating ROI

Measuring Sales-Training ROI

Figure 3.12: Kirkpatrick's Four Levels of Effectiveness

Earning Management BuyIn/Proving Value

Figure 3.13: Grading Securing Upper Management BuyIn
Figure 3.14: Annual New Rep Training Curriculum Review/Change

Curriculum Review and Improvement

Figure 3.15: Annual Veteran Rep Training Curriculum Review/Change
Figure 3.16: Annual New DM Curriculum Review/Change
Figure 3.17: Annual Veteran DM Curriculum Review/Change
Figure 3.18: Annual Sales Executive Curriculum Review/Change
Figure 3.19: Grading Keeping Training Materials Relevant

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製藥企業對藥品銷售人員的訓練

Pharmaceutical Sales Training Groups - Building Better Sales Forces

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