Pharmaceutical Sales: Sales Force Budgets Approach $1 Billion.

The industry average for field force budgets hovers near $875 million, and top-spending organizations dedicate more than $1 billion to their sales efforts, according to a recently released study by pharmaceutical intelligence firm Cutting Edge Information. The study reveals that leading primary care divisions work with more than $100 million apiece, while their specialty counterparts work with about half that amount. Cutting Edge Information’s analysts found that pharmaceutical companies are increasing sales force budgets to differentiate their efforts from their competitors in the field.

“For the past decade, sales spending has been an arms race that rewarded the biggest spender,” said Jason Richardson, Cutting Edge Information’s CEO. “The near future shows little likelihood of change. Spending drives sales, as do optimized rep portfolios that address market developments.”

“Pharmaceutical Sales Management: Conquering the New Marketplace,” contains more than 250 metrics and is the most up-to-date, comprehensive pharmaceutical sales report available. The report contains sales budgets, staffing, strategies and tactics from 17 top pharmaceutical companies including Pfizer, Merck, AstraZeneca, Eli Lilly, Novartis, and Aventis.

2002’s average sales force investment was $888 million, with individual figures ranging from $400 million to $1.4 billion. In a case of “haves” versus “have-nots,” blockbuster products brought in 400-500% more in revenues than their lower-spending counterparts. “Pharmaceutical Sales Management: Conquering the New Marketplace” showcases the following key metrics:

* Sales force budgets for primary care and specialty divisions
* Sales force spending per rep and per product
* Total sales force headcounts by company
* Average number of products for primary care and specialty divisions by company
* Sales force growth projections
* Initial and ongoing training hours per rep

To download study CLICK below:

http://www.pharmasalesmanagement.com