Effective Launch Training Practices for District Managers: Creating Accountability

STUDY OVERVIEW

Realizing the complexities and competition inherent in a new product launch, biopharmaceutical companies are focusing more attention on preparing and measuring the performance of the District Sales Managers (DMs) who oversee launch-related activities in the field.

While pharma companies have long had tactics and metrics for measuring sales reps' launch performance, it has been challenging to effectively link the DMs to the launch performance of a new drug. This study provides qualitative and quantitative data on the strategies and tactics organizations are using to effectively create District Manager accountability for launch performance.

KEY TOPICS

• District Manager Effectiveness: Metrics & Measurement For Accountability
• Narratives from Executive Interviews
• Success Factors

• Frequency of front-line management performance assessments
• Effectiveness rating for key performance indicators for DMs related to accountability for launch performance
• Results of training follow-ups for DMs
• Key success factors for preparing DMs for new product launch
  
  

• Success Factors & Lessons Learned Both Center on Knowledge, Coaching, and Accountability:     In their qualitative responses regarding key success factors around preparing District Managers for a new product launch, study participants’ comments revolved around knowledge (business issues, product information), coaching (selling skills), and performance evaluation. Likewise, when asked what they would do differently to prepare District Managers, participants’ responses clustered around knowledge, coaching and accountability – highlighting the importance of these three aspects of launch training.

Best Practices, LLC engaged 20 sales leaders from 20 biopharmaceutical companies for this study. The methodology included a benchmarking survey and executive interviews with four participants.

If you purchase Best Practice Database document(s), you will have 30 days from the date of purchase to apply some or all of the cost of the document(s) toward the cost of a Full Access Individual, Pharma, Group or University Membership. Write us at DatabaseTeam@bestpracticesllc.com or call David Guinn at 919-767-9179 if you have any questions.