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Report Summary
GBI Research’s report, “Sales Force Effectiveness in Pharmaceuticals - Cost Pressures Increases Pharmaceutical Companies' Adoption of New Sales Models and Technologies”, provides in-depth analysis of trends, issues and challenges in this industry. The report analyzes the sales force effectiveness strategies that shape the industry dynamics for the key geographies: the US, the top five countries in Europe (the UK, Germany, France, Italy and Spain) and Japan. Further, the report provides competitive benchmarking for the leading companies and analyzes the licensing agreements that shape the global markets.
This report is built using data and information sourced from proprietary databases, primary and secondary research and in-house analysis by GBI Research’s team of industry experts.
Scope
The scope of this report includes:
Annualized market data from 2009, forecast forward to 2016.
Analysis of the leading technology in this space
Analysis of the R&D models
Market characterization
Key drivers and barriers that have a significant impact on the market.
Competitive benchmarking of leading companies.
Reasons to buy
The report will enhance your decision making capability in a more rapid and time sensitive manner. It will allow you to:
Develop key strategies to reduce expenditure on sales force and by increasing efficiency
Develop and understanding of how companies use tools and models in order to improve the sales force productivity
Make informed decisions with respect to sales force effectiveness
Identify the leading technology providers for collaborations along with their key capabilities
Make more informed business decisions from the insightful and in-depth analysis of the sales force effectiveness and the factors shaping it.
1 Table of Contents 3
1.1 List of Tables 5
1.2 List of Figures 6
2 Sales Force Effectiveness in the Pharmaceutical Industry – Introduction 8
2.1 GBI Research Report Guidance 9
3 The Need for Sales Force Effectiveness 10
3.1 Introduction 10
3.1.1 Shift in product portfolio 10
3.1.2 Regulatory Tightening 11
3.1.3 Specialty care focus 12
3.1.4 Shift of power 12
3.1.5 Industry consolidation 12
3.1.6 Non-personal promotion 12
3.1.7 R&D Costs Increase against Revenue Growth for the Top 10 Pharmaceutical Companies 13
3.1.8 Layoff in the Pharmaceutical Companies 15
3.1.9 Shrinking Field Force Model 16
4 Sales Force Sizing 17
4.1 Introduction 17
4.2 Affordability 17
4.3 Workload build-up 17
4.3.1 Case 1 18
4.3.2 Case 2 19
4.4 Competitive Benchmarking 19
4.5 Promotion Response Modeling 20
5 Sales Force Recruitment 22
5.1 Introduction 22
5.2 Sales Force Recruitment Strategy 22
5.2.1 Recruiting Strategy 23
5.2.2 Business Objectives 23
5.2.3 Identify the specific metrics that will define success 23
5.2.4 Define Job Requirements 24
5.2.5 Establishing Assessment Validity 24
5.2.6 Implementation 24
5.3 Recruitment/Employment Process Outsourcing 25
5.3.1 Case Studies 25
5.4 The Diversity and Inclusion Imperative from Novartis 28
5.4.1 Improving Representation 29
5.4.2 Building Capability 29
5.4.3 Driving Ownership and Accountability 29
5.4.4 Ensuring Sustainability 29
6 Sales Force Training & Compensation 30
6.1 Introduction 30
6.2 Models 30
6.2.1 Survey on Sales Force Training 30
6.3 Specialty Care Training 31
6.3.1 Sanofi Aventis and their Specialty Care Training 31
6.3.2 Continuous Assessments 33
6.4 Leaders Take the Initiative 33
6.4.1 Five Step Model 34
6.4.2 Impact of Behavioral Coaching 34
6.4.3 Case Study 36
6.5 Tailored Incentive Management 37
6.5.1 Plan authoring and simulation 38
6.5.2 Schema Calculation 38
6.5.3 Credit Allocation and Payment 38
6.5.4 Reporting & Analysis 38
7 Sales Models 40
7.1 Introduction 40
7.2 Key account Management 41
7.2.1 Introduction 41
7.2.2 Key Account Management Process 41
7.2.3 Types of Key Account Management 47
7.2.4 Case Studies 48
7.3 Contract Sales Outsourcing 55
7.3.1 Contract Sales Representatives 56
7.3.2 Sales Team Recruitment and Training 56
7.3.3 Sales Data Analytics and Management 57
7.3.4 Shared Sales Teams and Telesales 57
7.3.5 Medical Science Liaisons 57
7.3.6 The Evolving Model 58
7.3.7 Case Study 59
7.4 Closed Loop Marketing 60
7.4.1 Benefits for Sales & Physicians 61
7.4.2 Benefits for Analytics 61
7.4.3 Benefits for Legal & Regulatory Departments 61
7.4.4 Benefits for Marketing 61
7.4.5 Case Studies 61
7.5 Examining Strategies 65
7.5.1 Promotional Response Model 66
7.6 Survey on Sales and Marketing Strategies 67
7.7 Sales Force Effectiveness Dashboards 71
7.8 Investment Priorities 72
7.9 New Sales Strategies Implemented 73
7.10 The Future Strategies to be Implemented 74
8 Sales Force Effectiveness Efficiency Analysis 77
8.1 Eli Lilly and Company 81
8.1.1 Overview 81
8.1.2 SG&A and R&D Spending 82
8.1.3 SG&A Analysis 83
8.2 Johnson & Johnson 84
8.2.1 Overview 84
8.2.2 SG&A and R&D Spending 85
8.2.3 SG&A Analysis 86
8.3 Pfizer, Inc. 87
8.3.1 Overview 87
8.3.2 SG&A and R&D Spending 88
8.3.3 SG&A Analysis 89
8.4 Merck & Co Inc 90
8.4.1 Overview 90
8.4.2 SGA and R&D Spending 91
8.4.3 SG&A Analysis 92
8.5 Sanofi-Aventis 93
8.5.1 Overview 93
8.5.2 SGA and R&D Spending 94
8.5.3 SG&A Analysis 95
8.6 Bristol-Myers Squibb 96
8.6.1 Overview 96
8.6.2 SGA and R&D Spending 97
8.6.3 SG&A Analysis 98
8.7 GlaxoSmithKline 99
8.7.1 Overview 99
8.7.2 SGA and R&D Spending 100
8.7.3 SG&A Analysis 101
8.8 Novo Nordisk 102
8.8.1 Overview 102
8.8.2 SGA vs. R&D Spending 103
8.8.3 SG&A Analysis 104
8.9 Allergan Inc. 105
8.9.1 Overview 105
8.9.2 SGA and R&D Spending 105
8.9.3 SG&A Analysis 106
8.10 Abbott Laboratories 107
8.10.1 Overview 107
8.10.2 SGA and R&D Spending 108
8.10.3 SG&A Analysis 109
8.11 Genzyme Corporation 110
8.11.1 Company Overview 110
8.11.2 Business Description 110
8.11.3 SGA and R&D Spending 111
8.11.4 SG&A Analysis 112
8.12 Teva Pharmaceuticals 113
8.12.1 Overview 113
8.12.2 SGA and R&D Spending 113
8.12.3 SG&A Analysis 114
8.13 Astrazeneca 115
8.13.1 Overview 115
8.13.2 SGA and R&D Spending 115
8.13.3 SG&A Analysis 116
9 Sales Force Effectiveness in the Pharmaceutical Industry – Appendix 117
9.1 Market Definitions 117
9.2 Abbreviations 117
9.3 Research Methodology 118
9.3.1 Coverage 118
9.3.2 Secondary Research 119
9.3.3 Primary Research 119
9.3.4 Expert Panel Validation 119
9.4 Contact Us 120
9.5 Disclaimer 120
9.6 Sources 120
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