pan>)--Consulting firm Cutting Edge Information reports that companies have
ramped up training for hospital and specialty reps. There is a
particular focus on first-year reps with onboarding and ongoing training
now averaging upward of 100 hours in classroom, virtual and in-the-field
training.
“For
freshman reps, most courses are required to bring them up-to-speed on
scientific and company-specific knowledge. As reps progress to
sophomore level, they are allowed a few more electives pertinent to
their interests and personal needs.”
On-the-job training often involves new reps shadowing tenured reps for a
set amount of time. When the mentor believes the new representative is
ready, the shadowing reverses. The tenured rep listens in on detailing
and analyzes the new reps verbal and nonverbal communication skills.
Almost all companies now provide this extensive new-hire training,
said David Richardson, research team leader at Cutting Edge Information.
What has become more important, however, is to continually adjust and
optimize the training for each reps individual needs.
Data from Specialty
and Hospital Sales Force Management shows that the average cost of
first-year training for new specialty sales reps is $13,500 while the
average investment for new hospital sales reps in their first year on
the job is $10,200. Some research partners had difficulty reporting
benchmarks for the cost of hiring reps with no previous experience
because such hiring has been rare for several years.
Some companies have found that switching from the standard
one-size-fits-all, three-day meeting to a more targeted type of training
has proven beneficial. One interviewed company segments its rep
training similar to college curriculums, said Richardson. For
freshman reps, most courses are required to bring them up-to-speed on
scientific and company-specific knowledge. As reps progress to
sophomore level, they are allowed a few more electives pertinent to
their interests and personal needs.
Specialty and Hospital Sales Force Management (http://www.cuttingedgeinfo.com/research/sales/specialty-hospital-sales/)
contains best practices and benchmarking metrics for managing
next-generation hospital and specialty sales forces. Findings provide
decision-makers with guideposts to boost performance with sales call
metrics, training benchmarks and breakdowns of sales reps field
activities. The study also focuses on benchmark partners key goals to
build and adjust hospital and specialty sales force headcounts.
For the latest information on pharmaceutical sales force management,
visit http://www.cuttingedgeinfo.com/research/sales/
or contact Eric Bolesh at 919-403-6583.

Information Source: Business Wire