CHAPEL HILL, N.C., June 11 /PRNewswire/ -- Sales leaders play a significant role in the success of managed care pull-through initiatives. For 42 percent of companies, field coordination and training is a top challenge for increasing pull-through.
Providing progress data as the initiative continues and making sure monthly reports get to the field are best practices for DSMs in pull-through initiatives, according to "Managed Care Pull-Through Excellence: From Formulary Access to Increased Market Share," conducted for a partner of Best Practices, LLC.
"You need someone driving, measuring and reporting the progress of pull-through initiatives," explains a managed care director and study participant. "When I've seen pull-through work, it was because the district sales manager took ownership."
Download a complimentary white paper of "Managed Care Pull-Through Excellence: From Formulary Access to Increased Market Share" at http://www3.best-in-class.com/rr1005.htm. It includes selected best practices drawn from extensive primary research with executives from 24 leading pharmaceutical companies including, Pfizer, Takeda, GlaxoSmithKline, Daiichi-Sankyo and Boehringer Ingelheim.
The full 85-page report contains more than 250 benchmark metrics and 40 best practices, providing account managers, sales leaders and brand executives a roadmap to identify and close performance gaps in their own pull-through organizations and to improve their processes, programs and activities.
Key topics of this primary research include:
- Contracting strategies that support pull-through
- Customer communication topics, channels and timing
- Effective activities and programs
- Use of program evaluation metrics
- Key challenges faced in accomplishing Managed Care pull-through
- Best practices in achieving pull-through effectiveness
For more information on this study or other recent primary research studies, contact us at 919.403.0251 or at [email protected].
BEST PRACTICES, LLC, conducts work based on the simple yet profound 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 companies. Best Practices, LLC has been a leader in pharmaceutical research and consulting for more than 17 years; our clients include 48 out of the top 50 pharmaceutical companies.
SOURCE Best Practices, LLC