Pharmaceutical Sales Training: Turning New Hires into Top Performers

Publication Date	June 2006
Publisher	Best Practices
Product Type	Report
Pages	48
ISBN Number	not applicable
Product Code	BPC00003

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Summary

Pharmaceutical Sales Training: Turning New Hires into Top Performers (SM-171) provides a comprehensive look at sales training delivery, content, budgets and trends at leading pharmaceutical companies across the globe. Based on the perspectives of 24 sales training leaders at a diverse group of 19 pharmaceutical, biotechnology and medical device companies, the report provides benchmarks, executive insights and best practices for such key areas as:
Training content by employment interval
Budget trends and outsourcing of training
Training program effectiveness measures
Projected future content needs
Budget comparisons for training new reps vs. experienced hires
Key qualifications of top sales reps

The study also outlines that qualities companies most desire in the new reps they hire. Details on desired qualities in experienced reps hired from other companies are also provided.

Data was collected through surveys and interviews with training vice presidents, managers and directors.

Content

INTRODUCTION
EXECUTIVE SUMMARY
RESEARCH APPROACH
- Participating Companies
- Key Findings
- Segmentation and Definitions
TRAINING DELIVERY
- Volume
- Approach
- Venue
- Instructors
TRAINING CONTENT
- Training by Employment Interval
- Frequency of Training Types
TRAINING BUDGETS
- Outsourcing
SALES REP QUALIFICATIONS
BEST PRACTICES IN SALES TRAINING
TRAINING PRIORITIES
TRAINING TRENDS
APPENDICES
- Best Practices for Effective sales Training Programs
- Top Priorities for Improving Sales Training Effectiveness
- Back to Main Report Page
- List of Exhibits
- Executive Summary
- Participating Companies
- Participant Job Titles
- Industry Representation
- Geographic Responsibility
- Groups Trained by Participants
- Sales Force Size Categories
- Average Sales Force Size
- Number of New Reps Hired Annually
- Training Delivery
- Number of Training Days During First Year on Job
- Percent of Training per Employment Interval
- Average Hours per Sales Rep Trained (New Hire-U.S.)
- Average Hours per Sales Rep Trained (All Hires-U.S.)
- Training Content
- Training Provided at 0-90 Days
- Training Provided at 3-12 Months
- Training with Consistent Frequency
- Training with Declining Frequency
- Training with Increasing Frequency
- Training Budgets
- Average Budget per Rep Trained (All Reps U.S.)
- Average Budget per Rep Trained (New Reps Only U.S.)
- Training Resources: Proportion for New Reps
- Average Budget Per Hour of Training (All Reps U.S.)
- Average Budget Per Hour of Training (New Reps Only U.S.)
- Budget Efficiency Based on Number of Employees Trained
- Budget Efficiency Based on Hours of Training
- Percentage of Training Budget Outsourced
- Outsourcing vs. Internal Costs for Training
- Sales Rep Qualifications
- Most Desired Applicant Qualifications
- Qualifications for Experienced Hires
- Attributes of Newly Hired Sales Reps
- Hiring Policies/ Strategies - U.S
- Hiring Policies/ Strategies - Non-U.S
- Best Practices in Sales Training
- Best Practices Overview
- Training Priorities
- Top Priorities for Training Improvements
- Training Effectiveness Measures
- Program Effectiveness Ratings
- Training Trends
- Overall Need for Training
- Sales Training Budget Trend
- Top New Rep Training Needs by Subject
- Appendices
- Response Matrix of Best Practices for Effective Sales Training Programs
- Response Matrix of Top Priorities for Improving Sales Effectiveness