Sales Force Effectiveness

The U.S. hospital marketplace is multifaceted and can be divided into multiple market segments. in this challenging marketplace, pharmaceutical and biotechology sales people have to negotiate increasingly complex organizational and decision-making structures to effectively represent their brands. Hospital formulary decisions are not only being influenced by medical professionals focused on efficacy and safety but also by administrative personnel focused on operational efficiency and cost. This benchmark study was designed to assist pharmaceutical and biotech organizations gain insights into the optimal sales strategy, structure and resources - by market segment and customer profile - to better meet the needs of the hospital marketplace.

• Introduction
  • Study Overview: Summary of project objective and key research components
• Definitions
  • Key Terms Employed in the Research
  • Hospital Market Segments
  • Hospital Key Decision Makers/Influencers
  • Hospital Sales Force Alignment
  • Hospital Sales Force Structure
• Key Findings
  • Key Insights and Findings that Emerge from the Benchmark Research & Analysis
• about The Benchmark Class
  • Participating Companies
  • Participant Profiles
  • Hospital Market Segments Serviced
  • Hospital Sales Force Staffing
• Targeting Key Decision Makers and Influencers
  • IDN Key Decision Makers/Influencers
  • Local Hospital Key Decision Makers/Influencers
  • Hospital Health Care Professional (HHCP) Key Decision Makers/Influencers
• Hospital Sales Force Structure, Alignment, and Support
  • Community Hospital
  • Regional IDN/IDS
  • Academic Medical Centers
  • VA Hospitals
  • Consolidated Views: Hospital Sales Force Structure, Alignment and Support
• Hospital Sales Force Training
  • Segments Targeted for Sales Force Training
  • Training Topics
• Gpo Focus
  • GPO Targeting
  • GPO Staffing
• Lessons Learned
  • Comments from the Field