Sales Leaders Drive Managed Care Pull-Through Success

Jun 11, 2010, 09:15 ET from Best Practices, LLC

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 bestpractices@best-in-class.com.

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



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