[May 27, 2004] Value-added Pharma Selling: Optimizing Revenue Growth Through Service CHAPEL HILL, N.C. --(Business Wire)-- May 27, 2004 -- A recent article in the Wall Street Journal reported that only one in every five pharmaceutical sales calls results in a conversation with a doctor - and only 8% of those calls lead to chats that doctors remember later. As competition for a doctor's attention becomes fiercer, it is critical that pharmaceutical companies arm themselves with the best information possible. According to research by pharmaceutical benchmarking leader Best Practices, LLC, service-oriented selling techniques propel the world's top-performing sales reps to the head of the pack. To download a sales force excellence white paper, visit our pharmaceutical sales consulting website at http://www3.best-in-class.com/cr97.htm . Research findings - collected from interviews with more than 350 top-performing sales reps and managers - highlight winning service-oriented selling tactics. Best practices for accelerated sales growth include: -- Design programs targeted on key customers who move the business -- Focus relationship-building programs to meet key opinion leaders' needs -- Improve ROIs by co-sponsoring programs to leverage limited resources -- Develop different programs based upon the customer relationship stage -- Employ patient education materials to develop relationships -- Provide sponsorships and services for local professional organizations Best Practices, LLC can help you identify ways to advance the performance of your sales force. Key findings will: -- Help your company improve its sales effectiveness and accelerate growth rates -- Increase sales productivity by harnessing the best practices of high performing sales practitioners -- Accelerate your evolution toward world-class performance excellence "The benchmarking research conducted by Best Practices has been, and will continue to be, a very valuable learning experience for us. The findings contribute significantly to our larger corporate Six Sigma objectives," said Jim Farr, global manager for 3M pharmaceuticals. To download a sales force excellence white paper, visit our pharmaceutical sales consulting website at http://www3.best-in-class.com/cr97.htm . For more information, contact Chris Bogan at (919) 767-9228 or at [email protected] ABOUT BEST PRACTICES, LLC Best Practices, LLC is a research and consulting firm that works on the principle that organizations can chart a course to superior economic performance by studying the best business practices, operating tactics and winning strategies of world-class organizations. Our customized Research and Consulting services are designed to assist you in improving your company's performance by analyzing the winning practices of leading corporations. [ Back To TMCnet.com's Homepage ]