The district sales manager (DM) is the cornerstone of sales force effectiveness and high performance. As pharmaceutical, biotechnology, and medical device companies evolve, roles and responsibilities for DMs also must evolve to boost sales performance. Market pressures are changing the pharmaceutical sales model, and by extension the DM job role. Workforce reductions are decreasing the need for monitoring and coordinating sales representatives - it has become essential for organizations to define present and future roles and responsibilities of a DM to garner maximum sales growth. Research for this study was conducted through an online survey in 2009 to update 2007 survey data. Deep dive interviews in 2007 captured executive insights and best practices that are still applicable in today’s landscape. By identifying recent changes, new directions and best practices, this report can help define the most important current and future roles of the district sales manager to drive superior sales productivity and growth
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Trends and Future Directions for the High Performing District Sales Manager A Comparative View from 2007 and 2009 Report Summary
1. Trends and Future Directions for the High
Performing District Sales Manager
A Comparative View from 2007 and 2009
Report Summary
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